Business Planning Workshop for Commercial Real Estate Agents

[music] [music] [music] [music] What is up, everybody? Thank you guys for tuning in today. Hey, my name is Henry Eisenstein, and boy oh boy, do I have something special for everyone here today.

So, we're going to kick things off with the business planning workshop for 2026. If you guys want to have the best 2026 of your entire lives, I need you to drop a "yes" in the chat box down below. Let's hit "yes." Let's jump right on in. I got, uh, my remote, so we're going to hopefully see that everything works well. So, bear with me if not, but let's have some fun.

So, um, see, we're already having some issues. Here we go. So, welcome, everybody, for joining us today. I appreciate it very, very much. It means the world to have you guys here. Today's going to be a little bit of a longer session than maybe you're used to. So, make sure you sit back, relax, and enjoy for today. Let's do this. There we go.

Obviously, my name is Henry Eisenstein. If you're new to who I am, we'll obviously dive into my story. And my promise to you today is that all of you will leave with just two special things. Okay? We're going to cover a ton of things, but I have two promises for all of you. Okay?

Uh, number one is going to be, we're not even going to use this remote because it doesn't even work. Okay, number one is going to be to be super clear on your vision and your goals for 2026. For those of you who are wondering, you know, um, everything you guys are looking to do here, um, let's get this figured out here. Um, so number one is to be super clear on your vision and your goals for 2026. Okay? You have to be super clear because for some of you guys who are like, "Hey, like I want to make an extra $100,000." It's important to understand that some of you are setting the wrong goals. Some of you don't even know how to achieve your goals. We're going to get you super freaking clear on your vision for 2026. This is the most important thing possible. Okay?

So, number one is get super clear on your goals. Number two is give you the exact step-by-step path to achieving your vision and your goals. A lot of people might have the idea of where they want to go, but they don't know exactly how they are going to achieve it. So, that's what we're going to break down today: what your goal is and how to achieve it. Let's freaking rock and roll.

So, obviously, before we get started, we do have some ground rules. Ground rules are going to be incredibly important for today. Ground rule number one: you must have an open mind. There's going to be some things you hear today that you're like, "I've heard this before," and, uh, you're going to be like, "This isn't for me." This is for everybody. I don't care. Number one, I don't care what business you're in. I don't care if you're selling commercial real estate, residential real estate, you're, you know, in any aspect of real estate, or really almost any business. It does not matter. It's important to understand you must have an open mind. There's also going to be a lot of things, I assure you, that you have not heard before. That's why it's important to tune on in. Okay.

Number two: have a place to take notes. I don't care if it's in your phone. Uh, I don't care what's on your computer. I don't care, you know, where you're taking notes. The point is, you must have a place to take notes.

Number three: be in a quiet place to focus. Close the door. Lock the door. Okay? Put your phone on do not disturb. Right? This is an important aspect of your business, and you have to take it seriously. And if you're not going to take it seriously, you're not going to get the results you want.

And number four is that if you're here on the private Zoom room, which we have access to for everyone who pre-registered, and we're going to be doing a private Q&A after the workshop, only people who pre-registered are going to get access to it. So, I'm super excited to spend some time with you guys after the workshop on that. And if you guys are here live on YouTube, make sure you guys are liking and commenting. Okay? So, let's keep it going.

Uh, now, for those of you who are ready, let's put a "ready" in the chat. If you guys are ready to blow it up today, I'm excited. I've got a ton of energy today. We're going to kick things off. Off. I got a ton of water next to me. We're going to have some fun. Put "ready" in the chat. Let's freaking blow it up. Let's do it.

Okay, so for those of you who do not know my story, is it okay if I, uh, share my story with all of you guys? You can continue to put "ready" in the chat. I'm going to give you a little bit of my background. So, for those of you who don't know, at 21 years old, I was a two-time college dropout. I barely graduated high school. I had like a 2.3 GPA. Honest to God, I still don't even know how they passed me in high school. It kind of blows my mind. I had a 550 credit score. I, I, I demolished my credit score because I went so far into credit card debt. I was depressed and suicidal. I didn't know, you know, like I, I really didn't have any confidence back then. And I had less than $2,000 to my name.

So, here's the beautiful thing for everyone here today. If you are, if you've got above a 550 credit score, okay? If you got a college degree, if you don't have $70,000 of credit card debt, and you have a little bit more than $2,000 to your name, guess what? You've got the upper hand on me, okay? From when I first started in the business, okay? Versus today, I've been a part of almost a billion dollars worth of commercial real estate transactions, over $17 million in fees net to me, over $20 million in assets under management, and this month, we're going to make over $400,000 in GCI with a little bit over $20 million in production. And I feel like I'm just getting started.

So, I feel like I obviously can support you guys in accomplishing, uh, the goal of earning an extra $100,000 or a few extra $100,000, uh, in income. And for those of you, you know, obviously who are looking at seven figures and beyond, I've been able to earn over a million dollars a year over the last five years, every single year. And I'm going to show you how you can do that as well.

So, let's break it down. This is just an example of some of the closed commission checks. We post this all over the place. This one's $94,800, $143,000, $18,365, $214,000, $50,000, $52,800, $62,800, $60,000, $67,000. These are just a couple of the checks, just a few of the deals that I've closed over the years. And just to show you that this is what's possible when you actually have a plan. And I'm going to show you how you can do that consistently.

So, I'm here to share with you today what I've paid over $100,000 in courses, coaches, and conferences. Uh, and my goal is to just save you a whole lot of time and a whole lot of money. Okay.

Where are we going here? Okay. So, to start things off, let's let's rate your performance for this year in 2025. Let's rate your performance. So, if you guys can, in the chat, I want you to give it a 1 to 10. And don't put seven. Okay? I think it's a cop-out. If you put a seven, it's a cop-out. Rate your year on a on a on a scale of 1 to seven. 1 to seven, what do you got? Okay. Scale of 1 to seven, what do you got? Okay. Or 1 to 10. Sorry, I keep saying 1 to seven. Scale of 1 to 10, do not put seven. I think it's a cop-out. Okay. Even for me, I know that there's obviously there's infinite, infinite levels here. I know that there's so much more that I can be doing, right? So, obviously, if you're putting an eight, nine, or 10, I'd be a little bit suspicious. Okay, cool. We got a lot of numbers here. I'm seeing tons of numbers here. Let's go.

Okay, now, what would make it a 10? This is the first thing I want you to start thinking about. What would make it a 10 right now? Okay? What would make it a 10? What would make it a 10? Drop it in the chat. What do you think that would be? What would make it a 10? Closing a few more deals, making some more money. If your price point was higher, your commission fees were higher, if you had a team, what would make it a 10? What would make this a 10? What would make it a 10?

Now, this is an important thing to ask yourself because a lot of people are, first off, you're not asking the right questions, but number two, you're not even being, you're not even pondering the possibilities, right? It's important to realize like, you got to start thinking in your mind like, what would actually make this a 10 out of 10 year? What would have had to happen in order for you to have a 10 out of 10 year?

So, in today's training, we're going to support you to making sure you have the 2026 is obviously a 10. So, let's dive on into this. So, drop a 10 in the chat if you're ready to have a 10 out of 10 year, and let's get freaking started here today. Put a 10 in the chat if you're ready to have a 10 out of 10 year. I see lots of tens. Let's do it.

So, today we're going to cover my 12 pillars to a successful business plan. Okay? My 12 pillars. Pillar number one is evaluate. Evaluation. You need to know where you're at currently. And most people do not know where they're at currently whatsoever. Okay? They have absolutely no idea. They have no idea where the heck they're at. They're just like winging it. Okay? And none of the people here are going to wing it. Okay? That's not what we do.

So, um, before you can figure out how to grow, you need to figure out where you are at today. So, let me give you a quick example. So, this here is a spreadsheet. Okay? This is a spreadsheet of one of my co, um, my coaching students' production. Okay? Um, and I know it might be a little bit blurry, but you can kind of get a gauge here. I'm just going to walk through this. This is the amount of units. This, I blurred out the addresses, that's why it all looks almost identical. I just put "123 Main Street." But the, you know, this person did 26 transactions, um, 13 sides, you know, 13 on each side, buyer and seller, because they represented both sides on every deal. Um, you know, 20 of them were cold calls, two of them were from referrals, and then four of them were for some VIPs. Uh, total GCI was $865,000. Um, and total volume was 65 million. Okay. And they average down here, they have their averages: $2.5 million average sales price, $66,000 average commission, and 2.65% average commission percentage. Okay, this guy knows his numbers. Okay, this guy knows his numbers. And by the way, a few years ago, about, you know, about almost three years ago, I met him making about a hundred and some odd thousand bucks. He was making a hundred and some thousand bucks. This year, they're going to make almost $900,000. Okay, beast. This guy's a beast. Okay, and they know their numbers. They know exactly where all the details are coming from. This is what I mean by evaluation. This is how you know exactly where you're at, right? Because when you know where you're at today, it gives you a much better understanding of how to get to where you want to go. Right? If you know where you want to go and you know where you're at today, the path seems easier. Okay? But most people don't know where you're at. This is step one. Okay? This is step one.

And by the way, I'm going to give you guys so many free stuff. Who wants free stuff? You guys like free stuff? I'm going to give you tons of free stuff. Scan this barcode right here. And by the way, it's in the chat box down below. And I'm going to drop this in the Zoom room right now. Okay, this is all the free stuff here. Free tools and resources, all for you guys. You can either scan the link. It's in, if you're on Zoom, um, if you're on Zoom, you can scan the link, or actually, it's in the description down below. If you're on Zoom, um, sorry, if you're on Zoom, it's in the chat. If you're on YouTube or anywhere watching live, you can, um, go in the first link in the description. It's going to have the links there. Okay? So, make sure you have it as a separate link because I want you guys to be paying attention. All the free stuff there. If you're wondering how to get a copy of this document, I did it for you. It's already in the free stuff. Okay? So, I'm going to help you guys get freaking super clear, and I promise you that it's all there. Okay? So, make sure you get all the free stuff. It's all the link is there. Okay?

So, um, everything we talk about today, we're going to be covering the three core metrics. Okay? If you want to understand how to grow a business and how all of our coaching students and my sales team do so well, I only focus on the three things that make money. This is what we do. We focus on what actually makes money. If you focus on how to sell more transactions, right? Closing more deals. This is one of three different ways you make more money. Number two is increasing, increasing the average sales price. If you increase the average sales price, you will make more money. And number three, you increase the average fee size, your commission percentage. If you do that across the board, it's impossible to not make more money. All you do is you do each one of these three things, you end up making more money. And this is what I coach all of my coaching students on: how to sell more transactions, how to make, you know, how to sell higher price stuff, and how to make, uh, how to make the most money possible on every single deal. Wow, you end up making more money. Shocker. Okay, I try to make it pretty simple. It's the game plan. Okay.

Um, and obviously, put what number. This is actually a good question for everybody here. Okay? Drop which number in the chat you want to focus on. Obviously, obviously you want to do all three, but which one do you feel like you need to focus on the most? Which one? Is it closing more deals? Is it increasing the average sales price? Or is it increasing your average commission percentage? Give me a one, two, or three in the chat below. A one, a two, or a three in the chat below. What do we got? I see lots of ones. I see lots of twos. I see tons of threes. Love it. Okay, cool. Well, we're going to break it all down.

Pillar number two is goals. Now, I think you're going to hear goals broken down into a way you've never ever done it before. Okay? Very different because the first time I, I, I saw this, it blew my mind because I was like, "Oh, I am clearly not setting goals the right way." Okay? So, what we're going to do is we're going to make sure, what do, we're going to get clear on what do you want and get clear on the actual numbers because most people are not clear on the actual numbers. Okay?

So, let's start with the 20-year vision. What I want is, okay, we need to know where you're going in 20 years before we can set up our next 12 months because most people are just like, "Man, if I make 100 grand a year for the rest of my life, I'm good." Well, first off, I'm pretty sure you're wrong, right? Because inflation will screw you up, okay? But I want you guys to get clear on what your 20-year vision is. In the chat, I want you to go, "What I want is," okay? Type it in the chat box. "What I want is," and no holding back. 20-year vision, what do you want? It can be kids. It can be vacations. It can be experiences. Things you want to have, things you want to buy. Everything you could possibly imagine. I just want you to type, "What I want is," and give me your clear vision. What do you guys want? Be clear. And by the way, be greedy. Be greedy. Be selfish. Be greedy. What do you want? Tell me what you want because this is the inspiration moment. Tell me what you want. Tell the world what you want. Just type it in the chat. What do you want? Okay? And be specific because the more specific you can be, the, uh, the easier it is to actually achieve it. You don't want to use broad terms. You don't, you want to be so freaking specific with what your vision is. This is a 20-year goal. In 20 years, what I want is, right? Put it in the chat. What do you want? What do you want? Okay, I'm going to give you another 30 seconds. I already gave you some time. And remember, this might be the first time you are being asked these type of questions, uh, what do you want to accomplish in the next 20 years? I get it. But this, this might be the first time you're ever doing this list, but it's important to realize like this is what it's all about. You have to start here so that you can rewind the clocks to understand where you want to be. Okay, going to give you another 10 seconds here. Remember, this might be the first time you've been asked about all this kind of stuff on this list. Should include bucket list items. I, you know, describe how life is going to be waking up in 20 years. What does it look like to, you know, uh, what does life look like? What are the family goals? Everything. No holding back. Okay, cool. And obviously, that's time. And if you're open to sharing, obviously continue to drop them in the chat. I always love to see them. I see everything you could possibly imagine here. I see houses, yachts, villas, new houses, crazy amounts of money being made, generational wealth. I see, uh, so financial freedom. I see $30,000 a month in passive income, $100,000 a month in passive income, $100,000 in cash flow from my real estate, traveling. All this different stuff. Love it. Okay, that's what this is all about.

Now that we understand where we're going over the next 20 years, let's bring it down to the present. Yeah, we're going to go. There we go. So, we're going to break down our goals for 2026. Let's dive on in. First things first, let's get started with how much do you actually want to invest in 2026? Because this is how people, no one normally starts this way. Most people start with the, um, you know, they're like, "Oh, well, you know, I want to sell a bunch of real estate, blah, blah, blah, blah, blah." No. Number one is how much do you want to start to, how much do you want to invest in 2026? How much cash would you like to invest in 2026? Let's start there. How much, how much do you want to invest? I'm giving the example of $100,000, but some of you might be $5,000. Some of you it might be a hundred thousand. Some of you it might be a million dollars. How much do you want to invest? I'm gonna move this plant out of the way because I keep whacking it. Okay, I'm moving my plant. Okay, how much money do I want to invest? Cool.

Now, here's the cool thing. This is the very first step. Whenever you're setting a goal for income, how much do you want to invest in the new year? Okay? So, I'm going to give the example of $100,000. You have your number. Let's go. Next.

How much cash do you want to have in your bank account by the end of this year? How much cash do you want to have in your bank account? So, what you need to do is you need to figure out, um, uh, how much cash you might have in your bank account now. And then how much is the delta between where you want to go? How much cash do you want to have in your bank account by the end of next year? Okay? By the way, this is a different number. Okay? This is these are two different numbers. How much you want to, how much cash you want to invest and how much cash you want in your bank account are two different numbers. Okay? Because as an example here, if you have $20,000 in your checking account and you want to have $100,000 in your checking account before, uh, by the end of the year next year, that's an $80,000 delta. Okay? So, you have a hundred thousand you want to invest, as an example, into deals, or $100,000 you want to invest, and then you have, you, you have a delta here of $80,000 in cash that you want to have by the end of the year. Okay?

Now, the next part is understanding your expenses. And some of you might not have it on hand, but this is why it's also important when you're trying to set up a business plan to understand where you need to go. Right? It's very, very difficult to understand the difference. Okay? It's very hard to understand the difference. You know why? Because when you don't have the exact numbers in front of you, you're guessing. You're guessing like, "Oh, yeah. Well, I think it's about this." And then your numbers are going to be way off. Okay? So, you want to get clear on what your personal and your business expenses are. Okay? Um, you know, as an example here, this is like $5,000 a month, but I'll give you, I'll give you a deeper example. Like for personal, what, uh, total up your rent, your mortgage, your groceries, utilities, everything else that has to go with personal life. For your business, the software expenses, the staff, the staff expenses, your marketing expenses, all that kind of stuff. Total that all up. And let's just say, for example, let's just say it's $5,000 each a month. Okay? It's probably not. It's probably more. But I'm giving an example, $5,000 bucks a month each. Okay? That's $120 grand a year.

So, if we total this all up, you have your investments, $100,000 you want to invest in, let's just say, real estate. You have your cash in the bank, which is your goal is $100,000, but you only had $20,000 in the bank, so you got to add $80,000 more. Okay? Then you have your personal living, which is $5,000 a month or $60,000 annually. And then you have your business expenses, which in this case is $5,000 a month or $60,000 annually. If you total all this up, the $100k, $80k, $60k, $60k is $300,000.

Now, you're not done. You're not done. Okay? Most people stop here. Like, even if you get here, I'm proud of you. But most people stop here. Okay? Next year is, you got to add an extra third to the total for taxes because you're going to pay the government. Everyone's got a secret partner. It's called the I, the R, and the S. Okay, the IRS. Okay, add an extra third to your total. Okay? So, you had 300, you got to add a third. That's an extra $100K. Now your new total is $400,000. We're still not done yet. Okay?

Now, divide it by your broker and or your team splits. Okay? This is also a very important part because now you take your $400K and you divide it by whatever your split is. I don't care if you know your EXP, as an example, it's an 80/20 split. You got, you know, um, you know, divided by 80%, you get $500,000. Now, it's got, you know, you got brokers with caps and all that kind of stuff, you know, um, you know, but it doesn't really matter. You want to break it down by your split, okay? And, and make sure you have your understanding of your total because if you have a cap versus not a cap, it's going to be a different situation. Well, you take your, your net income from before and you divide it by your brokerage split, and this is going to give you now your total income for the year because this is actually the real number.

So, put your real numbers in the chat below. Give me your real numbers. What is the number now that you've done all this math? Okay? Once you're done with the math, what does the actual number come to? Right? That's the important part. Drop this new number in the chat. This is where you're like, "Oh, okay. I got it. I have to earn this much money in order to achieve my goals, right?" Which is why it's typically much higher than people realize. Okay, this is the part that most people don't notice.

So, when you actually have the income goals, right, for 2026, these are the pieces that you have to put together. Okay? Now that you've done all that, you're going to have your actual gross income number. So, now you can do the back-of-the-napkin math. I see different numbers coming in the chat here. I see 500K. I see 465. I see 850. I see, uh, let's see, 280, 275, 850,000. Right. Awesome. I see lots of different numbers coming in the chat. Cool. This is your new income goal because this makes sure it checks every box. Okay? That's how you break down an income goal. Love it. So, obviously, drop your income goals below. Love it. And by the way, again, don't forget to scan this and get your free stuff. Link is in the description if you're watching this live. If you're here on Zoom, I'm going to drop the link again here for all your free stuff. Okay, cool.

Let's keep it going. Pillar number three is breakdown. What does it actually look like now to achieve the goal? Okay? Because now that you have an understanding of where we're going, we need to know how to break it down. Let's do it. So, here we go. These are the act, uh, let's break this down here. I don't even know how they got here. Okay, so you have your brokerage split. Okay. So, uh, oh yeah, this, sorry, let's repeat. Right. So, I'm taking this example here. So, this is the actual income goal. Let's just say that your split was 80/20 split with no cap. You have $100,000, uh, in brokerage fees. You have a $500,000 income goal. Okay? And let's just say in this example, you have a $10,000, um, commission. Okay? Maybe you're doing residential brokerage, as an example. Okay? We'll get to commercial in a moment, but you have your broker, your broker split. Again, you want to make a $500,000 over here for resi, that's going to be 50 transactions. You have a $10,000 fee, 50 transactions. For commercial real estate, you know, average, again, like you saw that guy who had a $65,000 average, they're earning $50,000 is is pretty average in the commercial real estate space. It might be a little bit more, a little bit less. Um, this is only going to take you 10 transactions, right? It's understanding how to do the math here and breaking out. This is why it's important to understand, evaluate where you're at currently, okay? Because if you don't know where you're at currently, it's really hard to know where you're going. Because if you're like, "Oh, well, I don't know what my average fee is." That's step number one. Step number one is knowing what your average fee is, your average sales price, right? Knowing all that so you can break down the numbers and figure out how many actual transactions you, you need to actually sell in order to achieve your income number. Okay?

So, this is just to break it down even further. $10,000 fee, 50 transactions, $500,000 at 2%. That's how you come up with a $10,000 fee. Or for commercial real estate, $50,000 fee at 10 transactions, which is, which is at the same 2% commission. I try to keep it even. Okay? Two and a half million dollar average sales price at 2% is $50,000 bucks. Okay? It's not like you have to, you know, and obviously we're going to talk about how you can double-end deals and make substantially more money. We talk about this, you know, a ton in my YouTube videos and other stuff, right? So, this is just to break it down. This is how clear I want you to be like, "Oh, okay. God, I need to sell this much real estate at this type of commission percentage, right, at this sales price in order to make my income goal." That's how clear this should be. It should be that kind of point blank. Okay?

So, and remember, there's only so many levers here. The only levers you have to earn more money, right, to earn more per deal per deal is increase the average sales price, which, you know, obviously could be like going from resi to commercial or, you know, switching up your asset classes or selling more, you know, selling more expensive stuff. Okay? Or you increase the average fee size. That's it, guys. Like, if you want to make more money on every single deal, okay, not sell more real estate specifically, but if you want to make more money per deal, this is the only way to do it. This is it. You don't have another option. You literally only have this option, okay? Which is you, you know, you either sell more expensive stuff or you make each and every single deal worth more because you double-end them, which we'll talk about that. So, your average sales price and your average fee, you know, from your evaluation, you take that, okay? And then you add 50 to 100% to your average sales price. So, this is going to be the first time we talk about this, but like my minimum standard for all of my coaching students is saying, hey, you should be shooting for, your target is whatever your average sales price is right now, you should be shooting for a minimum of 50 to 100% higher than your average sales price year-over-year. Okay? Now, if you know hypothetically because you're targeting a little bit higher of a sales price, if you fall to let's just say 10% or 20% or 30%, it's okay. But we need to be targeting 50 to 100%. And also, if your average commission fee, I'd say anywhere between half a point and a percent higher is the goal every single time. So, your goal should always be like, how do I get to an extra 1% minimum per deal on average throughout the year? Now, look, there's going to be plenty of deals throughout the year that hypothetically don't end up working out that way. I mean, like, you know, we're just talking realistically, right? I mean, like it's just that's just not a normal thing. But we want to shoot for a minimum half a point to a point increase average throughout the year. This will turn out to be a lot of money if you can pull off both. Okay.

Now, again, for all the free stuff and all, make sure you scan here. It's in the link below on the YouTube, and it's also in the Zoom room. Okay.

Number four: metrics. We were actually just on my training today. We were talking about metrics a little bit. I think it's very important people to realize that the metrics will actually drive the results, and most people aren't even tracking metrics. So, we're going to talk about this. And by the way, if you're wondering how you can track your metrics, it's in the free stuff. You got your dashboards, you got everything you need in order to track your metrics. It's all there. Okay. If you want to track, is like, do you want your business to grow? The answer should be yes. You got to track your metrics. Period. End of story. You have to track your metrics if you want your business to grow. Either use a CRM system that tracks it for you, or you have to track it for you. There's not another option. You either use a software that allows you to track, allows, you know, that does the tracking for you, right? Or you are the one that it is, you know, it's all going to be relied on to track the metrics separately. You choose. I don't care which one it is. Typically, the CRM is just the easier way to go. But find a CRM that has the, you know, the, the ability, which we talk, we'll talk about what it needs to do, but these are the only two ways. Okay?

And metrics that make a difference. These are the things that you should be tracking, right? The amount of hours you're dialing, your VIP buyers list, your conversations, right? Your leads generated, your deals pitched, your offers written, your offers accepted, your sales, your average sales price, your average commission percentage, your PIP, you know, your pending pipeline, your transactions closed, your amount of hours worked, your total GCI, and your total expenses. Okay, this is what to track. And you'd be surprised, there are some CRMs that can do at least 90% of this. Okay? There are some CRMs that can track at least 90% of this. Maybe not, you know, the, the hours worked or the total expenses, but pretty much everything else can all be tracked inside of a CRM system. You'd be surprised. Okay?

So, uh, the metrics that make a difference: either plan to enter all these details before or after you leave the office, or literally get a CRM that tracks it for you. Okay? Make it easy, guys. Don't make it more difficult to to make more money. Okay? Don't make it difficult. And if you don't track right now, you will, it will not grow, right? If, what, what you don't like, what you don't track will not grow. Okay? If you don't track it, it will not grow. Make it easy and obviously review it weekly if you can. I'd urge you to do it weekly. And if at worst, you're doing it monthly. And business track, like businesses that track metrics, right? U business, I say businesses track metrics. Hobbyists don't track metrics. Don't be a hobbyist. Okay? It doesn't have to be that complicated. You just want to make sure you track your metrics, okay? And if you want to track your metrics with ease, just use the dashboard I custom created for you. And we're going to talk about which CRM to use and all the technology later on. But again, just, you know, use the free stuff. It's all in the resources. Okay.

Um, in the chat, in the chat box down below, very important. Type a "yes" if you're committed to tracking your metrics. And by the way, there are some people where if you just track your metrics, you'll increase your business. If you just start tracking your metrics, it's just like your weight. If you start tracking your weight, or you start tracking your bank account, it will probably go up and it won't go, you know, like, like, or, you know, whatever you want the result to be will probably happen more frequently. Okay? It, it's just more likely to happen if you track it. Okay? So, put a "yes" in the chat if you're just committed to track your metrics. If nothing else, just track your metrics. You'll be surprised how much that supports you. Okay?

Number five is organization. >> [snorts] >> The who. This is an important piece here. The who that will support you and your goals because a lot of people sometimes try to do it all on their own. And we're going to talk about that here, right? What does your team actually look like in order to accomplish your goals in 2026? Some of you who put goals of $500, $600, $800, $900, a million, two million bucks or more, right? You're going to realize that like maybe you can't accomplish 100% of your goals on your own. And by the way, it's totally okay, right? Like, I, the goals I have, I can't accomplish them on my own either, right? That's okay. That's why you need to look to bring on the right people, right? For certain goals, it will take more than just you to accomplish them. Okay?

90% of agents doing over a million dollars a year in GCI have a team. Yet so many people think they have to do it or they can do it alone or that they're different. News flash, you're not different. Okay? 90% plus of agents that are doing over a million in GCI have a team. Why don't you think you need a team? Right now, stop thinking you have to do it all on your own. It's just not, it's not reality, right? For me, like I personally want to earn over a million, I want to earn a million dollars a month net is my goal, right? Uh, for 2026, I want to earn over a million on average for the entire year. Maybe some months I'll make more and some months I'll make less, but for me, I want to earn over a million dollars a month net profit. Um, that, you know, it will take obviously more than just me, right? So, if you want to earn more money than half a million dollars a year, you will need to hire support. It's just a fact. Okay?

So, the question typically is not, "Do I need to hire?" The question is, "Who do I need to hire and in what order?" It's like chess. You know, Patrick Bet-David talks about your next five moves and the sequence in which you actually make those five moves. Just like in chess, the sequence is just as important as the move itself. Like, when you actually, like, which order you do things is just as important as what you do. So, is there, there is a right way to hire and there's a wrong way to hire, or the wrong way to build the team. And most people chase the wrong objective. They start chasing ego instead of the most important objective, which is profits. Okay? By the way, I made this mistake too, guys. Okay? I made this mistake. I started chasing ego. I wanted to just sell a lot of real estate, which, by the way, in my opinion, selling a lot of real estate is an ego thing, right? Just like because it doesn't always necessarily mean more money. And by the way, it's okay to have an ego. I'm not saying don't have an ego, right? I think it's important to have some level of an ego, but it gets out of control sometimes when you think about the wrong, like the wrong objective is the problem, right? So, we want to have the most important objective, which is profit. Okay?

So, there is the right way to build to a million bucks plus a year, and then there's the wrong way to build to a million plus a year. Okay? By the way, this wrong way, I've, I did this. This was the first way that I, all this is what I did. This is exactly what I did, um, when I made my first million dollars. Okay? Wasn't a million profit, okay? Like, just to be factual, like it took me, I was 24 years old when I made my first million in GCI, but like I built it the wrong way. That's why I made only $400,000. Now, today, now obviously I make way more than $800,000 net, but this is the right way to follow a process. So, instead of, because most people go straight to hiring agents and then they pay them a stupid crazy high split, and then they never make any real money because their production personally goes down, right? Like the big mistakes with agents is like, you're a good producer. You're like, "Oh, I want to make more money. Maybe I should build a team." And they're like, "Okay, well, you make the wrong decisions of how to build a team because you don't know how to build a team." And you end up hiring a bunch of average agents or below average agents. And then you become, instead of a good salesperson or a good agent with good production, you become a poor manager of, of not great agents, right? Of below average agents. And now you might sell more real estate hypothetically, but it doesn't mean you make more money. Okay.

Um, now over here, this is how I typically tell our agents to, this is how they can earn over a million dollars a year without breaking the bank and netting the most money possible, right? First off, you're going to hire a TC. Pay them on a per-transaction basis. Um, you can see over here, I hired a full-time administrative assistant before I even hired a TC. It was a terrible, it was a silly thing to do. Okay? And then I hired a full-time TC and then a full-time marketing coordinator afterwards. Silly. Do not do this, right? You can hire a TC on a per-transaction, per-deal. You can then hire a virtual assistant for your lead manager. Okay? Like, literally, these two pieces should be a couple thousand dollars, like, um, you know, a thousand bucks a month or $2,000 bucks a month total for both, right? It doesn't have to be expensive. Then you hire a virtual executive assistant. Then you start as your income grows because you're hiring support first, and then you have support agents, okay? Where they become showing agents and junior agents. And the reason why you want to do this is because this way you can keep not only that high profit margin, but like these people, most of the time when you're bringing on a showing agent, they're just supporting you so they can go on the appointments. This way you don't have to, right? That's, that's, that's the key part here. Okay? Because in my mistake, I would give away all the profit, and they had no idea what they were doing. So, I was spending 80% of my time not on my own production, but like managing these people and trying to help them close more deals. And then I'm giving away the majority of the money. And then with my high salaries, my margins were very low. Okay? And by doing it this way, you end up netting substantially more money. And most of the time, like this is just an example, but like this was really what it was. I was netting like $400,000 a year to make a million bucks. I had a 40% margin. And sometimes it wasn't even a 40% margin. Sometimes it was a lot less. Like some months it was terrible. Some months it was like a net even. I broke even for the month, but it's because my expenses were so freaking high. Okay? Over here, you don't really have break-even months. This is just straight profit month after month after month after month. Be do it the right way, not the wrong way.

So, who would you rather be? Most people don't actually understand the difference, but I hope I broke it down for you. Which one would you rather be? Would you be a, you know, person, right way, wrong way? Just right or wrong? Would you like to, would you like to be right or would you like to be wrong? Okay. And by the way, over here, I still did 90% of the production, and I still only netted 40%. Would you like to do it the right way or would you like to do it the wrong way? Okay.

So, most people make a few big mistakes. I'm going to talk about the biggest mistakes right now that I've made throughout my career. So, I can tell you, these are, these are all mistakes that I've made, right? These are all, I've made all of these mistakes, but these are the mistakes I see people making all the time. So, it's, you know, it's easy for me to pick it up now.

Number one is hiring agents way too quickly at too high of a split. Major red flag, major mistake for anybody who's looking to build a team, right? Hiring agents too quickly, especially when before you hire support staff, it doesn't make any sense. Support staff first, then hire agents. And when you, when you pay them too high of a split, it becomes very, very difficult to make a lot of money. Okay? It just becomes very, very difficult to make a lot of money. You have to put them at appropriate splits. I'm not saying low splits, appropriate splits. Okay?

Number two, hiring full-time salaried employees. Okay, I hired, I had so much people on my payroll. I, at one point, my payroll was like $40 or $50k a month. It was just unfreaking necessary. Okay? Just to give you an understanding right now, my payroll is about that today. Okay? Or a little bit less than that. All right, give, you know, depending on the month, you know, bonuses and other things like that. It's less today than it was back then because I know how to hire better people. Number one. Number two.

It's also, I don't need it. Like when I hire really good talent, I don't need as many people.

Number three is that, like, I have a lot of VAs who handle a lot of the tasks that I don't need to pay a full-time employee for, right? So, I save a lot of money being able to do this. Now, look, you can bring on more selling employees down the road when you're making a bunch of money, but you don't need to do that right away, especially to make your first million. You don't need a lot of full-time employees. It's just a silly thing. That's what I was taught, and I think it's BS today.

Okay. Um, number three is a lack of money management. I had terrible money management back in the day. Terrible. Okay. It wasn't even until I, um, you know, I started sitting down with my accountant regularly. I started to connect, I connected all my accounts to QuickBooks, and I started being able to really understand and manage my money appropriately, where my income started to grow. Because you know what happens when you don't have money management? It means you're not tracking your money. Oh, we talked about tracking your metrics. You don't know your metrics. Money is a metric, right? You need to track these things. It's why I'm repeating it again.

Okay. Next, number four is becoming a manager, not a salesperson. When you hire a bunch of agents, in some aspect, you become a manager and a leader. And sometimes people are not good managers. Sometimes they're not good leaders. And what happens is, sometimes you end up going from a good producing agent to a poor manager. And by the way, real quick, if you think about it, how much does an average manager make? Average sales manager, 60 grand, 80 grand, maybe 100, 120,000 bucks a year. So you can make more money producing your ass off than you can becoming a manager. So our goal here is not to become a manager. Okay? Instead of becoming a salesperson, right? You want to be a top-producing salesperson and a business owner. Okay? We'll talk about more of that later, but do not become a manager.

Number five, relying on others for lead generation. When you hire agents like, very quickly, and you give them really high splits, I made the mistake, and I've seen this a million times, where people like, "Oh yeah, well, I have a bunch of agents." They rely on the agents that they recruited to, you know, basically produce for them, right? They rely on them for other lead generation. No, no, no. I STILL PRODUCE TODAY. I STILL LEAD GENERATE TODAY BECAUSE I'M GOING to rely on other people to pay my bills. What happens if they, you know, they all don't produce any leads this month? I'm just out of luck. No, no, no. You can't do that. You need to be the top producer within your organization until the team is so outproducing you, it doesn't even matter if you produce anymore month after month, right? Like then you can possibly consider it. I'm talking about the specifics here, guys, where right now, right? You cannot rely on other people for lead generation. You rely on you. Okay.

Next, spending majority of the time on non-money-making activities. Huge mistake. And I see it all the freaking time. If you're looking to make money in this business and you're spending majority of your time on non-money-making activities, I know it sounds kind of obvious now when we're thinking about it together, but most people spend majority of their time on non-money-making activities. Mind-blowing. Okay, you just need to be paying attention because if you spend majority of your time on money-making activities, you'll probably make more money. Shocker.

Okay, the goal here is progress through the levels. Okay, it's not like you're just, and by the way, most people don't jump. It's progression, right? You start off as a hobbyist. You're like, "Okay, well, I like this real estate thing. This sounds like an interesting idea." And then you start actually understanding like, "Oh, wait a second. I have to be on the phone and become a salesperson to make money in this business." You become a salesperson. Okay? And then you have your business operator, which is like once you're when you're, you know, you'll be a salesperson probably, and I'm going to talk about this, you know, momentarily, but, you know, you're going to be a salesperson for a long period of time. Okay? Some of you spend too much time as a hobbyist. Okay? But for a good amount of you, you'll become a salesperson. You'll be a salesperson for quite some time. Fewer, fewer of you will become a business operator, and then even fewer of you, very few people will ever become a business owner and investor. Okay? Especially in the brokerage world. We're going to break it all down, right? So, most people stay stuck in one of the first three steps, like I talked about. Most of them, you say stuck here, right? Most people stay, a lot of people stay stuck as obvious. Most people stay stuck in either the salesperson or the business operator, uh, roles.

So, this is how you know when you're stuck, by the way, okay? If you're ever wondering like, "How do I know when I'm stuck?" Right? Hobbyists can't break through your first 100 grand. Okay? If you're struggling to make your first $100,000 in the real estate business, you're a hobbyist. Okay? And the reason is because a lack of commitment and a lack of consistency. Okay? You're just not committed enough to making it work. And if you're not making more than 100 grand a year, this is what you need to focus on: your level of commitment and your ability, your consistency skill set. Okay? The how often or how long can I be consistent for? Because you might be consistent one day a week, but that's not consistency. That's not consistency at all. Okay? You, if you're not breaking through 100 grand, you have to check yourself on your commitment level and your consistency levels. Okay.

Next, salespeople. If you're a salesperson and and you're feeling, you don't know if you're stuck as a salesperson, you're stuck in a salesperson role when you can't or you won't hire and you're doing it all yourself. Okay? Because you can't, you don't have a business, by the way, when it's just you. You have a high-paying job. That's the fact. You have a high-paying job, right? You just have a high-paying job. That's what you have. Now, it might pay really well, but like, you just have a high-paying job because if you do not produce, if you don't do X tasks, you don't make money. That's not a business. That's a high-paying job. You might be self-employed, right? You might give yourself the job, but you have a high-paying job. You want to become a business operator, right? You're doing everything except for lead generation. This is, this is, this is how you know when you're stuck as a business operator. You're doing everything other than lead, uh, uh, except for the lead generation activities, right? Because like, let me explain what that means to me, right? As an operator, right? You're going to be, you know, you're you're going to be relied on to do a lot of different things. Like you're the leader, the manager, the CEO, the CFO. Like you're going to do a lot of different things. You're the, you know, you're, um, the, you know, probably helping a little bit with the marketing. You're probably helping a little bit all these different places. Okay? But a lot of, a lot of what happens here is when you're an operator, you're doing, you're spending way too much time on the things that actually don't make money versus just doubling or tripling or quadrupling down on the things that actually make you money, right? Because once you're a business operator, you should just be lead generation, lead generation, and attraction generation. That's it, right? We'll talk about, you know, like, I mean, that's the majority of it. Like lead generation, offer generation, attraction generation. That's it, people. If you want to make more money as an operator, those three things is all you should be doing. It's all I do as an example. Okay.

In the chat below, where do you feel like you're stuck in your business? Are you a hobbyist? Are you a stuck in a salesperson? Are you stuck in business operator? Where are you stuck in your business? Where are you stuck in your business? Are you stuck as a hobbyist? Sales per, like you can't break through your first $100,000. That means you're a hobbyist. If you're making a few hundred grand a year, but you won't hire, can't hire, you think you can do it all yourself, you're in a salesperson role. And if you're, um, if you got a few staff, but you're still not growing, it's because you're stuck in the business operator role, not business owner role, where you're stuck on like not doing money-making activities, okay? Because you're doing all these different things trying to make sure the business doesn't fall apart. Okay?

Cool. Number six is schedule. Okay. Number six is schedule. What to do and when to do it. Very important, by the way, is that you understand that everyone here, every single one of you could wipe your entire schedule right now. As an example, all of you could completely clear your schedule and go do anything that you wanted. You could. You have the ability. You're not forced against your will, uh, to, to, you know, follow your schedule that you follow right now, possibly, okay? All of you don't have to do that. I don't have to, you know, I could choose to just not, uh, make my calls in the morning, attend team meetings. All I could, I could choose to do that. You could choose to do that, which also means you have the choice of also doing all the right activities, right? So, everything that you're just doing on a regular basis is a choice. You're just choosing to possibly do the wrong activities. Okay?

Okay, here we go. So, design the schedule that will actually support your goals. The vast majority of agents spend little to no time on the right money-making activities and way too much time on literally everything else. It's mind-blowing sometimes. If you, um, if you've done an exercise or do a 15-minute rule exercise, I'll talk about that momentarily, but like, a lot of people don't even actually understand where all their time went. They're just like, "Oh, like, uh, this week went by fast, or this day went by fast. This month went by fast and I didn't do anything, or I didn't have any new deals going into contract." Well, guess what? We're going to talk to you exactly what you need to be doing, how long you need to be doing it for. Okay? So, let's design the schedule that will actually support your goals. And by the way, this is not for January 2nd. This is for tomorrow. Okay? You implement this immediately. Okay? So, that's the point. Like, we're going to design this so you can start doing this as fast as tomorrow. Okay? Okay, obviously, if you're watching the recording, it could be today. So, if I'm going to break this down, a bunch of people, this is very important. Okay? If you're less than, if you're making less than $100,000 a year, you get to spend 80% of your day, plus 80 plus percent of your day generating seller leads. Literally everything else is secondary, okay? Because if you're not making any money, 80% of your time is going to be generating the seller leads, and then 20% of your day is essentially going to be, or 15% or so of your day is going to be trying to sell those deals. Okay? And then 5% of your day is going to be literally everything else. Okay? It's generating seller leads. You know, maybe 15% of that time is going to be, uh, or almost 20% of the time is going to be selling those deals, and then literally everything else is secondary. I'm going to break it down more specifically, but yeah, I just want to make this very clear. If you're making less than 100 grand a year and you're doing, and and 80 plus percent of your time is not being spent on lead generation, whatever you're doing, stop. Just get on the phones and generate some leads.

Okay, so now, um, let's break it down actually schedule-wise. Okay, by the way, this is for people making 100 to $300,000 a year because again, if you're making less than 100 grand a year, you don't need a daily team meeting. You don't need all these different things and your whole schedule broken. You just need to spend six or eight hours a day lead generating. I mean, let's just be honest. Like, you have a lead generation problem and you need to do that more than anything. Once you close a few, few, a few deals and now you're making 100 grand. Now you have to build a true schedule and you need to follow it religiously.

Okay. First thing in the first in the morning, a DTM, daily team meeting. You must do a daily team meeting. I don't care if it's by yourself. You're not a part of a team or a group that does it. You should be doing a daily team meeting. And then part of your daily team meeting is going to be an idea of like, what needs to be done today, right? All right. So, what I do is I tell my entire team, you have until 9:00 a.m. to accomplish all the little things that you found that you need to do, right? That is not part of this schedule. All the things that you say you need to do, you're going to do it before 9:00 a.m. So, we might, you know, we have an 8 a.m. meeting. And then as soon as the meeting ends, you have 15 or 30 minutes to go do all of the activities you need to go, you said you need to do. They come in, we talk about our day, we figure out exactly, okay, well, this, like, this is a red flag, this is a red flag, I gotta handle this, this, and this. You get to handle it before your lead generation activity because you don't get to do these activities that you said you had to do during these times. That's not what it's for. You do it right afterwards. You do it immediately.

9:00 a.m. lead generation for three to four hours. If you're making 100 to 300K, I tell you to do three to three to four hours of lead generation time. Then you're going to spend about an hour into lead follow-up, which you're going to go in this order: hot first, then warm, then cold. Okay? In that order. Because if you get distracted randomly when you, you know, like, uh, because some people are like, "Oh, I'm going to go my coldest lead friend." You get distracted, you're going to do your hot leads. Your hot leads are where all the money is. Start with your hot leads, then your warm leads, then your cold leads. Okay.

Next, you're going to spend two hours, two hours a day pitching deals and negotiating deals. Most people don't spend enough time in lead gen. Most people don't spend enough time in offer generation. So, this is exactly for the first part of your day what it's going to look like. By the way, do you see any meetings with clients in this hour or these few hours? No. Because it does not happen till 4:00 p.m. Another huge mistake that people make is that they go on appointments at 9:00 in the morning, and then they're stuck in an hour of traffic, and then they go, and then they smooge, and then blah, blah, blah, and you're like, you're like, you know, you talk like my friend talks with his hands, and you're like, you're doing a lot of the nonsense that isn't actually like making you money. Okay? You go on an appointment, and what happens is the, uh, you know, you finish up the appointment, then you're stuck in an hour traffic on the way home, and you get back, and it's 2 PM in the afternoon. You're like, "What did I do today?" You did nothing. That's actually what you did. You did nothing. Okay? That's why all of our agents go on appointments after 4:00. Okay? If you want to make more money, you go on appointments after four o'clock in the afternoon. And by the way, you're like, "Well, what if a client says he's only available at 9:00 a.m.?" You say, "Hey, when are you available after four o'clock? When are you avail, are you available this week or next week after 4 o'clock?" That's it. "Well, I want to go see this property tomorrow 9:00 a.m." "The seller's not available. Seller's not available." That's all I say to them. "Seller's not available. When are you available? After 4 p.m." And then they tell me when they're available after 4 p.m. They maybe have to move some things around. That's fine. They get to move some things around. No problem. And if I want to go on an appointment and anytime that's not 4 o'clock or later, we can do it on a weekend. I don't do it Monday through Friday. Sorry, not available. Okay.

Next is that at 4 PM. This is when you're doing the listing appointments and all property tours. Okay? And by the way, if you have no appointments, which is very common. You're not going to have appointments every single day. Maybe down the road you will, but you don't right now. If you have no appointments, get back to lead generation, offer generation, go generate more business. Okay? And then after 7:00 p.m., this is also very important. After 7 o'clock, after hours, because you have some, you know, you open, open your business for, for, you know, open your business and then you close your business every day, right? You have an opening time and a closing time. Uh, we like to bookend our days after hours. Then you're working on the marketing sequences and marketing campaigns. Then you work on your systems. Then you work on all the other stuff. This stuff doesn't get done during the day. It doesn't. Okay? Because this is not direct money-making activities for today, okay? These get to be done just after hours.

Okay. Now, if you're want, if you're, uh, looking to make between 300 and a million dollars a year, or you're earning between 300 and a million a year, this is what your schedule should look like. Okay? You have your daily team meeting, which your entire team attends. And then you do deal review in the morning. Okay? At 9:00 a.m., you do your lead generation, which, by the way, all your junior agents will also be doing lead generation. Your junior agents will do more lead generation than you do. Okay? They're going to prospect for four to six hours a day. You're going to prospect for probably about two hours. Um, especially if you're making some really strong, good amount of money, you probably have a huge database. You don't need to spend as much time on lead generation as much as much as you need to do making sure you do all your lead follow-up. Again, hot, warm, cold. Okay? Then at 12:00 noon, you're going to, you're going to do your offer generation again for two hours a day. You're going to, two hours lead gen, two hours offer gen. Okay? And an hour of follow-up. Now, this puts you at five hours already. You didn't really do much. You, I mean, like, I mean, those are very good activities, but, you know, you still got a lot of your day left. Okay? Now, at 2:00, you do another power hour of business development, chasing your chasing target clients, marketing campaigns, and delegation. You'll actually do this during the day. You know why? Because at this level, it's actually going to be way more profitable for you to spend a good amount of time focused effort trying to target business, like doing business development, finding the people that you want to target and do business with, and finding a way to do business with those people. Spend an hour every day. You'll be really surprised about how much this will actually change your business. Okay. By the way, funny enough, guess what? Listing appointments are still after four o'clock. Still after four o'clock. Okay? You still go on appointments after four o'clock. If you have no appointments, get back to lead generation and offer generation. It's the same freaking thing. Same thing. Okay.

Now, if you want to make over a million dollars a year, it changes a little bit. Okay. By the way, you're kind of looking at roughly what my schedule looks like, just about. Okay. I have my team meeting in the morning. Everybody attends. I don't need to run the team meeting, by the way. My team can run the meeting. I don't, whether I show up or not, the meeting gets done. Okay. The lead generation, um, you know, the junior agents are going to do four to six hours a day. Okay? I'm also going to be doing lead generation for probably an hour or two a day. I like to try to get in at least, you know, somewhere around five hours a week worth of lead generation, roughly five, six hours. I try to get in a couple hours, um, everywhere that I can. Okay.

Next for follow-up. Guess what? This changes a little bit. I'm only going to do the hot and warm follow-up, and I give all my cold leads to my junior agents. Let them follow up with it. I don't need to do that anymore. I can even give my warm leads sometimes to my my team and let them handle it. Okay. Next, I'm going to take some time to pitch deals and do offer generation. I need to still need to work on getting offers, deal, uh, offers done. Uh, next, though, a little bit different. I'm also going to be doing team development, team trainings, and or team one-on-ones. So, I'm going to be calling up my team and helping them work through their deals, right? Whether that I'm doing that one to many or one to one, I'm going to spend every single day with my team members to make sure that they can sell more real estate, right? Get more deals converted because if I can expand my ability, where if you have 10 agents, as an example, or like I do, dozens of agents, what you can do, as an example, is that if I can get every agent to sell one extra deal per quarter versus me sell an extra one or one deal a quarter, right? Like the, the, the multiplier effect on dollars in my pocket, the profit is infinite, right? It's, it's a drastic difference. Okay? So, it's not making me sell more real estate. How do I get the team to sell infinitely more real estate per person? That's where the multiplier is. Okay.

Next is you're going to say the same power hour. Okay? You're going to do another power business development, chasing target clientele that you want to work with, you know, marketing campaigns that are going to blow up the brand, blow up the business, and also delegation. What can I delegate off my plate? What can I give to my team, my executive assistant, to my marketing coordinator, all that kind of stuff. What can I delegate for, you know, to everybody else in my business? Like that. That's the important part to be paying attention to.

Okay, that's the important piece. Okay. Next, um, we also have the 3M. We want you to do a second daily meeting. Okay, very important here. I do a second meeting every single day. This daily team meeting is, uh, is specifically for lead review because they lead generated all day. I need to review all the leads they generated all day. So, I still review every lead and I can give them some guidance. By the way, the reason why I do that is also I'm an investor and I want to find the best deals in the marketplace, right? Very, very important here. So, uh, you, you're paying attention to that, right?

Next, by the way, you see here the listing appointments is still the same exact thing. It's still the same thing. Listing appointments after 4:00. Okay? I don't go on appointments until after 4:00 in the afternoon. I still am doing that. Okay? I'm still paying attention to the fact that like, no matter what I'm going to be doing, you know, lead gener, uh, my appointments still don't get done before 4 p.m. Very important to be paying attention to. Still at my point. I don't screw up my schedule. I only do it afterwards. Okay.

Next, no matter what. Okay. No matter what. Here's some things to include. No matter what. So, weekly CEO time. If you're not spending at least 30 minutes to an hour on a weekend or one night a week, you should be doing CEO time. Okay? This is money management, metric review, quarterly and meetings with your, you know, uh, um, that's, but money management and metric, metric review. That's the whole entire point. Okay? That's the entire point. Okay, is that 30 minutes to an hour every single week, you're just doing money management, metric review. You're looking at your CRM. You're looking at all your metrics. You're going like, "Hey, this is where we were last month, or last week, or last year, or whatever it was. This is exactly where you are now, right? Uh, this is where you're at, and this is where you want to go." Like, "Hey, like, okay, I'm low here. I'm high here. I'm high here. I'm low here. I'm low here." Right? You want to be checking everything across the board. Very, very, very important. Okay.

Next, quarterly accountant meetings. You must have quarterly accountant meetings. If you do not have a quarterly accountant meeting, okay, you are missing out on an opportunity and you're probably paying too much money in taxes. Okay? Meet with your accountant quarterly, and it could be a five-minute call, 15-minute call. Doesn't have to be long. The point is, have a have a meeting with them. Okay.

Next, meetings don't get deleted. Okay? Like, if you look back here, these things don't get deleted. They don't ever get deleted. What happens is that they can get moved. Okay? They don't get deleted, they get moved. So, pay attention like, "Hey, where do I need to move these types of things?" Very important here. Okay? Like, "Hey, I can't attend this right now, but, um, I'm going to move it to this time when I can do this. It doesn't get deleted. It only gets moved." And by the way, I mentioned the 15-minute tracker. Okay? Do a 15-minute tracker. Literally, all you do is you take your cell phone, you take your cell phone and put on a 15-minute timer, and it's just going to go off every 15 minutes, and you're just clicking restart. And every time that it, it dings, all you're going to do is that you're going to check at that moment, okay? Like, um, what are you doing? And you're going to write it down on a piece of paper. Okay? So, you have a, a timer every 15 minutes starting at 7 o'clock in the morning, and then until like nine o'clock at night, or, you know, 7 AM to 9 when you wake up, when you go to bed, really. Okay? Try it for just a couple days. It's going to be really interesting what you find out, and it's really not that complicated. It dings, you write down two words: lead gen, lead gen, follow-up, scrolling on TikTok, right? Like, whatever we're actually doing, okay? You just put it on the note, and you're gonna actually be honest because you're going to be mind-blown with what you're doing. Okay? But if you don't know what you're doing, this is going to tell you real fast. Okay.

Okay, put a yes in the chat if you're ready. If you have the perfect schedule set up for 2026 now that we've gone through this, who put a guess in the chat if you feel comfortable and confident with your schedule now going into 2026. We just broke it down for you. I told you exactly what to be doing, when you're going to do it. Okay? If you feel confident, put a yes in the chat. Okay. Awesome. I see lots of yeses. Great. Go on.

Pillar number seven is choosing the right enemy. Okay, if you don't know who Patrick Bet-David is, he talks about choose your enemies wisely. It's a wonderful book. Uh, I've learned a lot from Patrick. I'm actually attending his, um, his business planning workshop, private one. I'm in person, spent a lot of money to be there. Um, so I'm excited to do that. As an example, though, in his book, he talked about choosing your enemy wisely, and I didn't understand it, obviously, before I read it, but it's a very important piece to understand. Okay? And we're going to talk about that today. Competition is key. We're going to talk about why. So, if you choose the wrong enemy, you create wrong expectations. If you choose the wrong enemy, you say goodbye to your ultimate potential. If you choose the wrong enemy, your standards get downgraded. If you choose the wrong enemy, you may be moving in the wrong direction. And if you choose the wrong enemy, you could waste decades of your life. And let me explain more.

So, at first for me, you know, um, I come from, you know, obviously a Jewish family. U, you know, I come from, uh, doctors and attorneys and business owners, you know, and, uh, I grew up middle class because my parents, my parents were not doctors, attorneys, or whatever, you know, we're not doctors, attorneys, or business owners that, you know, that they were not. I So I come from a middle-class family, but my, you know, my greater family were obviously way more successful. Um, so at first, it was like a lot of pressure on me because I was, I'm a two-time college dropout. It was a lot of pressure on me to to make money, and it was a lot of like, you know, negativity from my family, my parents, and my friends of like, you know, like, you know, who are you to think that you can do this, right? So, like, my first motivation, my first enemies, right, were really the people in my life, my parents, my family, and some friends. It was proving them all wrong. That was my first aspect, right? Like, you know, about an enemy was like, I just wanted to prove them all wrong. But then after I had surpassed all of their incomes, I surpassed, you know, like, uh, uh, my parents' income. I surpassed my friend's income, you know, even as a, as a two-time college dropout, you know, I, I surpassed these standards and expectations that I had for them. And I got way too comfortable, right? Just way too freaking comfortable. And I, it, it was really difficult for me to get out of that comfortability until I understood his book. Um, where, you know, you talk about breaking through that because choosing the right enemy creates a very healthy level of competition. And I also believe it to be very healthy to choose an enemy who's 10 to a thousand times your current size. Okay.

So, this is why, um, uh, you know, I'll explain this here. So, when you choose the right, so when you choose competition that is too small, you can get comfortable and complacent very quickly. Right? The book is, by the way, called Just Choose Your Enemies Wisely. Okay. By Patrick Bet-David. Very, very good book. Okay. When you choose, you know, when you choose too small of a competition, you get comfortable and complacent. And by the way, I've been there. Okay. I've been there. I was making a million dollars a year, or many, a couple, you know, many years ago at this point, like fiveish years ago, and I was very complacent. I was making a million bucks a year, and it was kind of like with my eyes closed, right? I didn't feel like I didn't have to work so hard anymore to make over a million bucks a year. I got really complacent because I had surpassed all these other people's expectations, my own expectations, and all these standards, right? And then you choose, if you choose the right competition, you can model their business and have endless motivation to continue to rise. Okay?

Um, come on. Where we going here? Okay. So, that's why for me, my competition is the top 10 brokerages in the country. Top 10 commercial real estate brokerages in the country. Companies like CBRE, companies like Marcus & Millichap, right? All these largest companies in the country that do billions and billions and billions of dollars a year. They're my competition, right? And one day, I believe I will be toe-to-toe with them, and I will give them a run for their money. Now, they've gotten 50 years on me in some instances. They've got multiple, multiple decades on me. So, I'm a little bit behind, but when you have that level of competition, go like, "Okay, got it. That's where I want to go." It gives me endless motivation every day to get up and go, "I got to dominate today, right?" And I love that I get to study everything about how they operate. It's all public information. I can literally go on there like, "Okay, what's their compensation plans? What's their website look like? What's, you know, how do they operate?" Like all that different stuff. I can just literally see. It's all public information. It's amazing. Okay.

So, when you choose the right competition, you unleash the beast within. It becomes your life's mission. And this is very, very important to understand the next few things I'm going to say to you. Very important. Listen here. Some of you literally scroll on social media during the day while some of us are fighting to the death. Important part right here. So, shift your enemy and your competition today and watch as you become reinvigorated to dominate in 2026. And by the way, if you're not fired up to win, go work for somebody who is, okay? Because it's a dog-eat-dog world out there. It is a, like, you need to be working your absolute ass off 24/7 365 because there's somebody out there trying to take all your business away from you. We're in a, we're in a salesperson role as agents, right? So, we're all trying to fight over the same pie, right? There's only so many transactions. So, that means if you get it and I don't, that means you took a sale from me. Okay? Because I could have gotten that sale if I knew how to prospect and negotiate and find the right buyers, right? So, that's why everyone's against each other. As much as we can be kind of collaborative, right? Everyone's really against each other. And you have to realize if you're not out there fighting like a dog and you're invigorating, you know, reinvigorated to dominate in 2026, you're going to be a beast at this. Okay? Go work for somebody who's an animal, okay? Go work for an absolute animal of a person. That's who you want to work with. Okay? Or work for, work with. That's the right way to do it. Because if it's not you, then who is it? Okay.

Pillar number eight is raising your standards. Okay? Because we rise to the level of our standards. My standards, I got complacent with my standards because I could easily do it, you know, remotely, and I was making a million bucks a year, and that's how I easily was able to achieve my income, right? Uh, like I talked about a little bit, little, uh, a little bit ago. Like, when you, when you get, um, complacent because your standards are too low, all of a sudden, you know, uh, your ability to grow in your business becomes much harder. Okay? So, we're going to talk about how to raise your standards. So, your current situation is due to your standards. So, if you're frustrated right now with your results, which, by the way, is okay with you to be frustrated. I mean, like, this is just, it's a normal thing to be frustrated, right? If you're frustrated with your results, it's time to check your standards. Okay? So, your standards equals your numbers and your metrics. That's where it all comes from. So, like, your results right now are because of the metrics. Because of the numbers that you're putting in right now. Okay? So, standards can be as simple as when you wake up and when you go to bed, when you start work, when you go to work, right? But also, it obviously has to do with the amount of calls that you make teamwide, right? Across your entire team. How many conversations that you have? How many leads did you generate? The number of deals that you pitched, the number of offers written, the numbers of appointments conducted, right? The average sales price, your average, uh, your average fee size, the closed production, and the total GCI. All this kind of stuff. This is standards, guys. This is all standards. Okay?

So, if you're in a position right now where you're like, "Hey, I don't feel good about my results for 2025." Then guess what? Check your standards because you're going to be blown away. You're like, "Oh god, like, I only generated, you know, 29 leads this year." Like, "Oh, I have a really low standard for my leads generated. Oh, like, I only made hypothetically, you know, 2,000 cold calls this entire year, right?" You probably have a really low standard when it comes to lead generation. When you offer pitch, write down your numbers. Find out what your numbers. This is why the evaluation piece is so key to understand where you are now so you can understand where you're going. Okay? So, because once you know where you are right now, it makes it a lot clearer. But this is your standard. Everything that you have right now is your standard. What the results you have right now is your standard. So, if you want to rise it, you got to, you have to raise the standard. Okay.

So, when you're happy with any of these, go back through the funnel. So, this is a very interesting exercise. Okay. So, if you're unhappy right now with your your current GCI, which I imagine would be just about everybody because you all want to do better, and that's why you're here. Okay. So, if you're unhappy with total GCI, you go back up the funnel. Well, what was my average sales price and my average fee size? Okay, got it. I probably need to raise my standard when it comes to both of these because I'm earning too little per deal and I'm not selling expensive enough real estate to make good money. Okay, cool. Well, let's just say that these are actually at a pretty healthy size. You have a good average sales price and you have a decent average fee size. Okay. Well, then you get to look at your offers accepted and the offers written. How many offers accepted did you have and how many offers did you write up? Right? You get to go down the funnel a little bit further to find the problem. Well, oh, okay. Got it. Like, I actually didn't have a lot of offers written up, and 80% of the offers I had written up got accepted. So, I just need to write more offers. Got it. Okay. Well, let's say you're doing a good job here. Then you go to the next part, which is deal, uh, deal quality and deal quantity. So, you're like, okay, well, my sales price is good. My fee size is good. My offers accepted is good. My offer written is good, but my deal quality, my deal quantity is low, and this is why I didn't make a lot of money because, like, I have really poor deals, but like, all the deals that were good quality, I ended up selling. Got it. I need to have better quality deals. Okay. And if you're wondering why you don't have a lot of good quality or good quantity of deals, it's because of your lead generation. You keep going back up the funnel. That's what this is about. You just follow the funnel to figure out exactly where your bottleneck is. Okay? This is why, like, I can figure out somebody's issue in their business very quickly, right? I just look at their data. The data tells me exactly what the problem is. Like I can diagnose it like a doctor. Okay?

Now, focus on these numbers and set new standards. Run the numbers to know what it will take to achieve your new goal that that you set earlier on today. And don't waver against starry-eyed. This is another, another huge mistake that people have, which is where they go, "Oh, um, watch this." Right? I break this down. They go, "Oh, like, you know, I didn't make that much money this year. It must be my marketing. My marketing is the problem. It has to be the marketing." No, it's just your average sales price sucks. You're selling $400,000 properties and you're making 15, you know, like 12K a deal. That's why you didn't make that much money. Just sell more expensive stuff, right? It's like, oh, well, I have to go do this, you know, like I have to try this new lead generation software thing that they're trying to sell. I have to use AI to go make a lot of, you know, like all these different things to, you know, they get starry-eyed as to why their business isn't growing. No, you just follow the funnel. What is the problem in the business? And if you go like, "Oh, got it, like my lead generation is off. How much conversations and calls did you make? How much time did you spend on lead generation activities?" And you typically realize you're like, "Oh, it's really not that complicated to make more money in this business." Okay? So, you do not get starry-eyed. Okay? Must have a 100% focus on the standard and the metric that you have that you're trying to grow. All your focus, one metric, fix the problem.

Next, okay, I worked with a group and they were averaging, and this is an example for you guys, right? So, I have a group that I'm working with when they were averaging over a million dollars a year in GCI. They're doing great, right? Everyone would like to make over a million dollars a year. I hope. Right. So, they were making over a million in GCI. Really proud of them. They were great. But they had a, they had a challenge because when we looked through all the metrics, we realized that they were averaging under 2% per deal on over 30 deals that they were closing per deal. Okay? So, they were averaging, you know, like a very low average commission percentage. They were selling actually a decent amount of real estate at a decent price point, but they were only making 2% per transaction. Okay. It's a problem. Like, you can't make a ton of money when you're only making 2% per deal. So, guess what we worked on? We worked on the commission percentage, and everything changed, right? We focused on their negotiations and their deal pitching strategies, and we doubled their average commission percentage. Obviously, what do you think happened to their business? By doubling their average commission percentage, we doubled their GCI within 90 days. And they didn't need to sell more real estate because 4% instead of 2% became their new standard. Right? So, you need to be focusing on where the new standard is. They can have the largest impact on your business bottom line. Okay? Because when you focus on that little thing, this thing, guys, just doubling their average commission percentage from 2% to 4%. Their business doubled, went from a million to a million bucks. It does not have to be these crazy far-fetched ideas. You focus on a few little metrics, and your business will explode. Okay?

Now, your goals determine your standards, by the way. Okay? So, if your goal, as an example, is to earn 2% per deal. You have too low of a commission percentage. I would tell you, go to 4%. Double it. If you have too low a commission percentage, like because your standard, by the way, is just what you've, you've, um, been okay with, right, over the last year. So, when you do your valuation, like, "Oh, I average, let's say, 1%, 2%, 3%," whatever the number is, average commission. Well, double it and have that be your new standard because you're not going to get it every single time, right? But double it should be in your new standard. Okay.

Next. Same thing with your, if you have a low average sales price, 4x your double your sales price. 4x it. Okay. Whatever your, your, um, if you're wondering in your head like, "Oh, well, I don't know what sales price to target and like minimum is 50 to 100%." But I'm telling you, for a quick exercise, try targeting 4x it and see how that goes. Go 4x and see how it goes. I would, I assure you that, hey, look, you're not going to go from doing a million to $4 million deals only. But if you start targeting $4 million deals instead of million-dollar deals, you have the highest likelihood of obviously doing more, uh, higher price transactions because you're targeting a new standard. Okay?

Okay. So, um, there you go. Yeah. So, your goal is to determine your standards. Not closing enough deals. Another piece here, right? If you're not closing enough deals, 10x the amount of leads. That's your new standard. So, if your current standard right now is you're only generating, let's say, 20 leads a month. This is your new standard. Okay? You need to be generating instead of, uh, no, 20 leads a month, 10x it. 200 leads a month. How do you generate 200 leads a month? And I know in your mind you go, "That sounds crazy. I can never do that." Guess what? We just talked.

about this. Then you probably need to hire people that can help you achieve the goal. Okay? So 10x your leads. Uh, if you're not closing enough deals, 10x your leads. That's your new standard.

Next, if you're not generating enough leads, 10x the amount of time spent on lead generation activities. That's your new standard. You're like, "Oh, well, I can't, you know, you're generating 20 leads, but I was only um, I was only spending two hours a day." Well, then 10x the amount of time you spend per week on lead generation activities, right? And again, it doesn't mean just you. I'm not telling you to work 25 hours a day. It makes no freaking sense. Okay? But what I am saying is being spent is just being cognizant of how much time you're spending on lead generation activities if you're not generating enough leads because it has, it influences it, of course. Okay.

Next, there is always a standard and/or a metric in your business that can be increased. Okay. The important piece here though, the important thing is to know which one or which ones to focus on. And like we talked about, average sales price. All right, I, I'll even start from the beginning. Okay, um, leads generated, offers generated, average sales price, average commission. Okay, those four pieces will change your business forever. Okay, come on. Okay.

So, put in the chat below what metric or standard you're going to be focusing on first. What is the first metric you're going to focus on for 2026? Drop it in the chat. What are we going to focus on? What is the number one metric you're going to focus on in your business? I see lots of people saying lead generation. I see lots of people saying lead generation. I see commission, commission percentage. I see sales price. Awesome. Okay, cool.

Number nine is technology. A lot of people have been asking about CRM systems and all this different stuff. Let's talk about it, okay? Because we're going into 2026. The right technology will enhance your business. Okay? It's important to have the right technology. So, the purpose of technology, by the way, is to make your life and business more efficient. Not do business for you, is to make your life and business more efficient. The mistake is when you spend more time on technology than generating and working on opportunities. Okay? You get to spend some time on on technology, but you don't get to spend more time than you than you do on your business, like generating leads and and and working on the opportunities to try to sell them, right? It's mind-blowing sometimes the the the distance we put ourselves between actually what makes money and this new fancy thing called AI as an example, which, by the way, guys, I love AI. I'm a huge fan of AI. Do I think AI is now going to do all your business for you? No, it's not going to do all your business for you. Can it help you with certain tasks to make you more efficient and more effective? Of course. Right? Do I use AI every single day? Yes. Instead of using Google or something like that, I will use AI. Right? Or do I use some technology that utilizes AI? Of course. But guess what? In our business, what we, what I found is that AI is not going to like, it's not like it's such a game changer that your business is going to go from making 50 or 100 grand a year to a million dollars a year because of AI. It's not. It's going to do that because of you and the work you do that generating and working on opportunities. That's it. Right?

So the only technology you need to make a million dollars a year is, by the way, I boiled this down and I want to be very clear. Okay? You need a technology to get your leads. Right? Riomy, co-star, Krexy is really the main few that you're going to have. Okay? Um, so you need a place to get your leads. You need a place to dial your leads. You're just going to literally get any dialer. Okay? And then you need a a place to keep your leads organized, which is a CRM system. So I'm literally showing you that with three different software, three pieces of technology, okay? You can make a million dollars a year. You don't need endless technology, okay? Like obviously I'm not including things like a freaking email and stuff like that, okay? Like obviously you need a phone. Obviously you need uh, you know, your email to work and a phone number. Like don't, you don't need to be weird about it. But these are the three pieces of technology that really run your entire business, okay?

Let me break it down a little bit. Okay, so where to pull your leads from? Rionomy to me has great contact information and poor comparable ability, right? Like it's just not good for comps. I like to just use software for what they're really good at, right? Technology, use technology for what they're really good at and like they might just have other capabilities that are just not as good as other places, right? So Riionomy has good contact information, but poor comparable ability. Okay. CoStar does an okay, not a great job on contact information, but does a great job with comparables and data. Best with data. Okay. Krexy has decent or good contact information and decent comparables. Okay, like it's not as good contact information wise as Riionomy and it's not as good on the comparable side and data as Co-Star, but it could be a good place for you to start as an example, right? You're going to choose based what on based on what you need best right now. Okay, so if you need good contact information, you should probably get something like Rionomy or Krexy. If you need good data, right, for comparables, then you should probably get Co-Star. Okay.

Dial leads. Where you dialing the leads from? All right. For those of you who are hand dialing right now, get a dialer. Okay. There's so many of them out there. Okay. I use a software called Mojo Sells. M O J O Sells. I don't get a, you know, I don't get a kickback or anything like that. I, I don't get a referral fee. Just don't use it. I've used it for a decade. It's okay. I don't think it's the greatest dialer out there, but there's literally a hundred different dialers out there. Choose one. Works great. Choose one. Use it. Done. Okay, stop hand dialing for the for for God's sake. Okay, don't do that. Okay.

Um, last one is here is organize your leads. So, personally on our team, we use Follow Up Boss and we use Go High Level. We've used Follow Up Boss for a very, very, very, very long time and been using it basically my whole entire career. Um, and we use Go High Level. Um, let me explain a few different things. Okay, so and I have a Go a Go High Level CRM that again, we, we, we soft launched it to a few people. We wanted to get some feedback. I just spent a bunch of money on an individual who I'm bringing on, you know, chief technology officer essentially to help build out the CRM to make it freaking mint. I want it to be perfect before we actually launch it to everybody else. I'm just letting you know like, you know, we're kind of, uh, we're working on it to making sure that it's the best possible situation possible. Okay.

Um, but your CRM should do four things, by the way. Okay. Your CRM should do four key activities. Number one, it should has the ability to set tasks. Does it have an ability to set tasks? Don't use it. Number two, should have a tagging feature. You should be able to sort and organize it by tags, be able to mark different things different ways, so you can be able to search things up very quickly. It must have a tagging feature. Next is it has an auto text, auto email, and ringless voicemail capability. So, it should be able to follow up with your leads with ease without you being the only person who can do that. Because a lot of times if the if a CRM system cannot send out text messages, emails, ringless voicemails, which, by the way, we found out that Go High Level does a very, very good job. Not, you know, Follow Up Boss doesn't do as good of a job on the uh on the auto text and the ringless voicemails as Go High Level. Okay, there's some capability that Follow Up Boss doesn't have a perfect ability to do, that's why we use that. Okay. And number four is reporting. Follow Up Boss does an unbelievable job with reporting. It's one of the reason why I haven't fully switched over yet. I love the ability of reporting with Follow Up Boss. Okay. And if you can't do these four things, it's not good enough to be our CRM. Okay, so just find a good CRM, use it, call it a day. Okay.

Okay. By the way, it's all on the free stuff in the description down below. If you're watching live on YouTube, check it out. All the details are there. Um, so make sure you got and by the way, um, if you want all the details inside of a CRM, you guys can download the CRM for free. It has all the information in there. You get, get it free for 30 days. You can take action. It's in, it's in the link. Okay.

Okay. What to take away from this though is a very important part. Okay. You maybe have like a couple thousand dollars a month to actually run your business minus staff. Okay, a couple thousand bucks a month for like two grand a month all in. You can run a business that makes a hundred, 200 or several hundred or several million dollars a year, right? So you have like, you know, maybe 25 grand before staff costs in total software expenses. It's like that's crazy affordable, right? So it's like think about how expensive other businesses are in comparison. You know, you're trying to start up a restaurant, you got to like gut an entire spot. You're going to spend, you know, you're going to spend a hundred grand, four times the annual cost to even start the business. You're going to spend $100,000 just renovating the place, if not hundreds of thousands of dollars. You know, like it's just crazy the cost to run a business. In other industries, commercial real estate is a very affordable place. Real estate in general is a very affordable place. Okay.

Now, use what you need for to start and that's it. And then until you're making more money, you don't need, you know, then you can start implementing different and better stuff. But you don't need to do that right now. You need the bare bones stuff. So you can make a lot of, you know, start making some good money. And once you make good money, you can start investing into more stuff. Okay.

Pillar number 10 is target prospecting. Okay, better prospecting equals more money with ease. And let me explain. Okay, there are a few questions to ask yourself about target prospecting. Okay, number one, very important question because like think about it. If we're just like, if we're all just talking hypothetical, we're all sitting around a round table right now. We go, what is the highest price point you can target and sell a lot of it consistently? Okay? Because a lot of people are like, oh, like I want to increase my price point, but they don't think about, I also because I want both. I want to be greedy. I want to sell the highest price point I can and sell the most amount of real estate possible. Both of those things can still be true. The price point will just be kind of adjusted based on what your goals are. Right? So what is the highest price point I can sell and sell a lot of it consistently? And then agents tend to either sell a lot of of of smaller properties or do a few very big deals. Okay.

So what's important to understand here is that like think about it from this perspective. Okay guys, where like the, you know, either you're selling way too small a property or you're doing too few, you're doing very few big deals. And by big deals, I mean you're selling, you know, a deal and you're making like an 80k or a 60k or a 200k commission check, right? Which I'm not saying if you made 200K, you know, it's, it's, um, it's not a little bit of money. Of course, it is. But you want to sell consistently. Is you want to do it both. You want to like the goal here is both. Like you don't want to sell a lot of little baby deals. Like I used to sell over 100 homes a year, you know, eight years ago, seven years ago, whatever it is, right? 100 homes a year, but I was only making 12 grand a deal, right? Instead of now where like our average commission percentage, you know, average commission is between, uh, is around 100. Right? Now it's like 90, 90 to 115. We've kind of flip-flopped, you know, every month roughly, but like we're at a $100,000 average commission. Like when you can have that much money as an average commission percentage, when you do 40 deals and like you don't have to sell 10 deals a month to make a lot of money. You can sell four or five deals a month, make 100 thousand, I mean make 400 grand, uh, a month, right? That's the key part. Okay.

So, um, the goal here should be to achieve the highest average sales price. Okay, so the highest average sales price and consistently sell the most properties like we talked about. We want both. We want to be greedy for a moment. Okay, so ideally $2 million average sales price and sell 10 plus properties per year. Okay. This is my minimum standard for all of you going forward. Okay, where it's like I want you to ideally have a $2 million average sales price and sell 10 plus properties each and every single year. You do that, you're going to have a really good year, right? Because if you can average, even if you only average 2% commission, okay, that's $400,000 a year, it's a good income, okay? And if you start averaging, you know, like some, most of our coaching students who are averaging more than that and they're averaging like 4% commission on 10 deals, 2 million times 4% is $80,000 times 10 deals is 800 G's a year, right? You can make a million bucks a year if you get, you know, 5% commission on 2 million is 100,000 times 10 or, you know, times 10 properties a year, it's a million bucks, right? It's right there. Okay.

Now that the frame is set, the question now becomes, what do I prospect? You have to target the right area and the right size property so that you can achieve the sales price goal, uh, and close obviously a lot of deals. Okay, very important. So, you should be prospecting where the money is, not just because it's your backyard. So just because you live in X town or X city or X area does not mean you should be selling, um, in that area, right? Like just because you live there doesn't mean you should sell there, right? We want to prospect where the money is. Okay, you prospect an area because that's where the gold is. Okay, that's where the money is made. That's the important piece here. Okay, prospecting citywide is just too small. Sometimes prospecting countywide can also be too small. And sometimes prospecting statewide is too small. Okay? Because as an example, let me see here. Yeah, because as an example, um, I was working with another one of my clients and he's like in the, he, uh, absolutely crushes it, um, in a very small state. Okay. He's in, he's in a state, um, and, uh, the state is, there's not a lot of transactions every year. Like he makes over, it makes about a million bucks a year. Um, and it's very hard for him. He's feeling like it's really hard for him to grow because even working statewide is tough because there's so little transactions overall in the whole entire state. Okay. So, it's just hard for him to make a ton of money more than he's trying to grow. And I'm like trying to explain to him like sometimes prospecting statewide is also just too small of a market. Okay. And we had to break down the numbers. So, first thing to do is to look at how many transactions of the specific asset class actually closed annually. So, I'll give you an example momentarily, but you have to look as an example on like a Riionomy, a CoStar, or CoStar. How many properties have transacted, um, in this geographic market, okay, of X asset type. Okay, X asset type, X geographic market. You want to go, oh, this many properties have sold. Got it. Okay, that's numeric. Okay. Then you look at how many contact records that you can prospect for that asset class because, um, like that you can export, um, uh, and prospect through using Riionomy, CoStar, CoStar because I'll explain to you why this is important because most people are not paying attention to these pieces though. They go, they're like trying to prospect their backyard and they're like, oh, well, there's only 10 sales a year in your area in your city, right? As an example, there's only 10 properties that sell every year. Um, why would you prospect that area? There's like no transactions. You, you'd have to have 10 or 20% of market share to sell one or two deals. That makes no sense, right? You want to start prospecting in areas with over a hundred sales a year in a specific market and you can start stacking markets. That's why we do statewide when we launch in a certain market because that way it's thousands of properties sell every year. We have a much higher likelihood of getting a percentage of the market share. Okay.

Next is the number of records you can pull. This is what a lot of people do. You sell in a city in that, in that city, 10 properties sell every year in a specific asset class. Let's say, you know, retail shopping centers, 10,000 to 50,000 or multifamily apartments between 5 and 30 or industrial real estate between, you know, uh, 10,000 and 100,000 square feet, right? You're like, oh, well, there's only 10 sales and there's only a 100 properties I can export from this software, like from Riionomy, CoStar, I can only pull a 100 records, right? The problem is that not all of the 100 records are even going to be accurate and maybe 20, 30% of them are, if you're lucky, and it's like, okay, well, how on earth do you expect to make any money? You just can't. Okay? Right? Then you look at average sales prices. Some people are like, oh, yeah, well, I'm just prospecting in my area, right? Um, before I even do that, right? Sorry. Uh, just, just repeat. You're instead of prospecting 100, you want to prospect where the records is, it's at least a thousand, at least a thousand records for you to be prospecting when you're exporting those records, right? You have to make sure there's enough records for you to prospect because if there's only a hundred properties, like you, you, you know, we talked about having an auto dialer. You can do a 100 dials in an hour. You're done in one hour for the entire market. You're not calling a big enough market. This is why we prospect in areas where there's tens of thousands of records to pull. Minimum a thousand. Okay.

Now, again, sales price. A lot of people make the mistake and you're just prospecting your backyard and your average sales price in your market's like 100 to 100,000 to two million bucks. Okay. By the way, if this is your entire market, it's very hard to make a lot of money. This is a very tiny market. Don't prospect here. This is the type of market you want or the average sales price ranges between half a million and $50 million. Like, as an example, Miami, right, is is like 500 grand to 500 million. Okay, that's a great market to prospect, right? Because there's so much opportunity going on here, right? There's just so many, like the, the average sales price in Miami has got to be like, you know, 10, you know, 8 to 10 million, right? There's just such big stuff that are trading. You have a much higher likelihood of making a lot of money in much bigger markets, right? You want to look for larger markets, good sales prices, good good price points, and lots of volume. Okay, look for larger markets, good price points, lots of volume, and I assure you, you will make more money. Okay, you just got to prospect the right areas. Okay.

Now, here's also my quick two cents. Do not target enormous $100 million properties. For love of God, do not do that. Okay? Just don't, please. Okay? I hear it all the time. I work with people all the time and they're like, "Oh yeah, like, um, you know, I'm going to start working on, you know, these huge mega deals. I'm going to start working on like this billion dollar transaction. I have a deal right now we're working on, you know, over $3 billion." It's like, guys, it's not my whole priority. Like just like the odds of them selling is just so few. There's only so many deals of that price point that will ever sell, right? I might make a $10 million commission check if that deal ever closes, but to be honest with you guys, the odds of it closing, like when you're closing all these huge deals and the people you're working with, there's not that many transactions, right? So, it's like there's just not a lot of them, right? So, keep in mind that, you know, like if you're targeting huge deals, you're probably never, you're not going to sell a lot of them. And what's even crazier is that sometimes you actually make a half a percent commission. So, a half a percent commission on a $100 million deal is 500 grand. Okay? I'm not saying it's a little bit of money, but on a $10 million deal, you can earn 500,000 bucks. It's a 5% commission. You can earn the same money on the on a much smaller deal. You just need to know how to negotiate better. So I always typically whenever we're working, like my team and everyone I work with on on the consulting side is $2 million to $20 million deals, right? And by targeting this price range, larger deals end up happening, but it's not because we're prospecting for them, right? They just end up happening.

Now number two is also my biggest, the biggest companies in the world often don't sell, but they're great buyers, right? So keep in mind that when you're prospecting these huge organizations or people like, "Oh, well, I want to do a deal with Blackstone." and you call Blackstone and like, "What deals are you, you know, are would you consider selling?" Blackstone's not going to sell with you. What are you silly? Right? They're not going to sell with you. They're not going to sell with me, right? They either have a broker that they know or they're just going to call the, um, the, uh, the company that they know who's going to buy it. There's no real broker fees on that stuff. At least m, a lot of the time there isn't. There, you know, very few times they have a couple guys that they just know that they've known forever, right? Like they're not going to sell with you, but they might buy with you. That's the key thing to pay attention to. So, you have the ability to do a lot of business with huge organizations like a Blackstone, right? Like, like these huge organizations, but stop trying to get them to sell stuff and try to get them to buy things from you. That's the important thing. Find good deals for them and you might get them as a client down the road. Okay.

Now, a strong buyer list. Okay. I wanted to bring this up here too, right? A strong buyer list only happens when you have the following. Number one is you have an abundance of deals. So, if you're wondering like why you don't have a better buyer list, it's because you don't have a lot of good deals because if you had good deals, finding buyers for it isn't complicated, okay? But you need an abundance of good deals, right? Next is you have to put a, you know, you have to put a few deals in front of the buyers to even vet them. Okay? Like some people are just like, "Oh, well, I have a couple buyers and they're, you know, I put some deal, you know, I put a deal in front of them and they didn't make an offer." Okay. Well, guess what? Why don't you put another deal in front of them and see if they don't make an offer? Put another deal in front of them. See if they don't make an offer. And after two or three or four or five deals and they keep not making offers, there's only two reasons, okay? Either they, they suck, right? They're not a good buyer, or the deals suck, and that's it, right? There's not infinite reasons why someone's not buying, uh, one of your, one of your deals, right? So, just keep in mind if they don't make an offer after three deals, right, that meet their criteria, master that, right? Like when they meet their criteria, find a new buyer. Okay? Because there are some of you guys who are like, "Oh, well, I have this really good guy, whatever." Like he, you know, he owns a bunch of properties. I, I keep sending him deals, but we haven't closed on anything. Okay. Well, how many deals have you sent him? I've sent him, I've sent him six deals. Has he made an offer on any of them? No. Do they meet, act, do they actually meet his criteria? Well, I don't really know. He just said he wanted me to send him good deals. Well, then what happened is that you're not sending him good deals that meet his criteria because sometimes, as an example, these guys own a ton of shopping centers, okay? And you keep sending this person, you know, single tenant retail buildings, right? And you're like, "Oh, well, it's a retail to retail." It's not the same thing, right? It's not, it's not at all the same thing. You want to make sure you understand them exactly what they're looking for because if you want to have the highest likelihood of them buying, you want to sell, you know, you want to present them with a deal that meets their criteria and it's at a great price point, they're probably going to buy it, which is what we've seen. Okay? I've seen this all the time. Okay?

Now, next, um, is that they don't make an, uh, they, uh, that you should shoot for at least five to 20 buyers looking for the same asset. Okay? This is also a very important piece because a lot of people are just like, "Oh, well, I have this buyer, a new buyer that I just picked up and they're looking for X asset." But here's the problem, guys. When you have one buyer who's looking for a deal that like, or a different type of deal, and you start prospecting for this individual, you know what ends up happening? You start prospecting for this person and if they don't want that deal, you're screwed, right? You're screwed. You're out of luck because like you call this person up, you're like, "Oh, well, this could be a good deal." and you bring it to them and they're like thinking that they're going to buy it and then they go, "Well, it's not really for me because they make you some silly excuse." And now guess what? Now you got to go find another buyer that it's good for. You want to have five to 20 in a perfect world, five to 20 people who are all looking for the same exact thing. So if you're a multifamily guy, five to 25 units, you want to have five to 20 buyers that you can bring these deals to because the odds of all those people saying no and not giving you a strong, a decent offer is going to be low. When you only have one or two, the odds of that them probably transacting is low. Okay. Um, that's why all the same as class. By the way, this is the important thing. You want to have five to 20 people all looking for the same type of product. Very, very, very important. Okay. Type a yes in the chat. Now, if you feel clear of how to prospect, where to prospect, what you're prospecting. Who here feels clear? Who here feels clear about what they're going to be prospecting? You feel clear? Okay, everyone feels clear. Yes. Yes. Yes. I see lots of yeses. Cool.

Next pillar number 11, skills. This is a very important one. Okay, very, very important. What skills do you have and what is your skill deficit? Okay, what is your skill deficit? So, um, every skill you have today and every skill you will need in order to achieve your goals creates a compound effect in in your life. And let me explain what I mean here. Okay, if you have a skill currently for talking to people, as an example, you have kind of like the gift of gab. We've all heard that kind of phrase, right? If you have, uh, you know, you're good at talking to people or the ability to do math quickly or for like public speaking or in sales, all of these skills compound. So talking to people, right? If you have ability of gift to gab, right? You're really good at talking to people, you're probably going to have a lot more confidence when you're talking to people, which means you'll probably have higher sales confidence, right? If you're good at math, you have fast math ability, right? Um, the fast math ability here, you have shortened time frames for under, you know, for for underwriting or knowing when you have a bad deal or a good deal, right? Like if you're really good at math, I happen to be the only class I ever did well that was math. I mean, I never thought I'd really use it, but thankfully I'm in the commercial real estate business. We use math all the time. Okay? Public speaking gives you an ability to do, you know, uh, uh, group group type of things versus one-to-one, right? If you're really good at speaking, um, I've had to work really hard on my public speaking, but when you have that ability, it allows you to do maybe better things for like marketing and other things like that, similar things like I'm doing right now versus the one-on-one abilities, right? And if you're, if you're just naturally good at sales, right? Like, you know, you care and you ask good questions, you're inquisitive, and you, you challenge, uh, you challenge people, guess what? You're going to have a much better conversion rate than the average person. Okay.

Now, what skills will you need in order to achieve your goals? So, for an example, my goal of having 10,000 partner agents nationwide, okay, I have to work on my leadership skills, marketing skills, and my recruitment skills. Okay. So, is obviously like I have some huge goals. I want to compete with, you know, the CBREs and Marcus & Millichaps of the world, right? I want to compete with them. So, in order to do that, I need to have thousands of agents working with me in my organization, right? So like, you know, uh, you know, I'm constantly looking for great talent, constantly looking for people who want to work with me and grow something big, be a part of something big, right? So in order to do this, I have to work on my leadership skills and I feel like I'm always working on this. I'm investing in myself all the time. I need to work on my leadership skills. I have to work on my marketing skills so more people know who I am and who the brand is, like, you know, who, like who I am and what I can do to support them, and my ability of recruiting, my my recruitment skill set. I have to work on that. It's like a thing I get to work on. Okay.

So, um, for all of you now, like here's just some examples, right? Leadership, emotional intelligence, data analysis, conflict resolution, communication, adaptability. There's, there's so many different skill sets that you can work on. Uh, you know, all these different things, okay? You get to figure out exactly which skill you get to work on, right? So, drop in the chat right now, what skill set do you feel like you get to work on the most? What is the number one skill set you're going to work on in 2026? I see public speaking, math, sales, self-discipline, communication, negotiations, cold calling, stress management, time management, underwriting, communication, marketing, negotiations, negotiations. Love it. Love it. Okay, keep dropping them in here. I say I'll give you a minute. What kind of, what kind of skills are you going to work on this year? What skills are you going to work on? Which, by the way, I would tell you, don't work on all of them. You don't want to work on a hundred different skills. You want to work on one or two skills for the entire year. I'm just going to become great at this skill. What is that skill that you're going to become great at, okay? Become great at one skill and then you can work on the next one. Once you become really proficient at one skill, you can work on the next one. Okay? Okay. You don't have to be great at all of them, but figuring out which one will actually enhance your business or which ones to enhance to make you make more money is key. So, like let's figure out which ones will make you the most money. Okay, let's keep going.

Okay, so let's talk about the habits now. Okay, because skills and habits to me kind of go hand in hand, okay, so let's define a habit. A settled or regular tendency or practice, especially one that is hard to give up. Okay. This as an example of bad, like there's good and bad habits, right? Like you could be smoking cigarettes. That could be a bad habit. But you see, there's some people here who are smoking cigarettes more than they're lead generating. Okay? Because you got a, you got a habit for smoking cigarettes, but you don't have the habit for lead generation. Okay? Right? That's why it's important for you guys to realize like, hey, you need to have the, you know, which habits are good, which habits are bad. Okay? What about the bad habits? Which habits do you have right now that you need to give up in 2026 now? Okay? Because now, like which goal, uh, which habits are pulling you away from your goal. Okay? Which ones? You can drop that in the chat. What are your bad habits? Drop it in the chat. You know, you're drinking, smoking, partying too much, poor diet, social media, gambling, procrastinating. I mean, these are all poor habits, right? What, what are some poor habits you have in your business? Okay, you have to think about what habits you have in your business so you know what to give up, okay? What to work on, what to to finally go like, hey, enough is enough. I'm going to work on this bad habit and I get to make sure that like I get to focus only on the good skill sets, the good habits, okay?

Okay. Or you have good habits like working out as an example, right? What habits do you do regularly that are positively affecting your business, right? Are you prospecting regularly, marketing, pitching deals regularly? Do you work out regularly? Like what, um, what type of habits are you doing currently that are good habits and you want to continuously do them because you need positive reinforcement because if you're prospecting regularly, you have a great habit. Good for you. Okay? If you're doing cold calling or waking up in the morning at 5 o'clock in the morning, right? Love it. You have a great habit. Good for you, right? There's a lot of good habits here. Okay? If you're pitching deals daily, you're getting offers written up, lots of that kind of stuff, that's all good habits. Okay? Going to the gym, that's a good habit. Okay?

Skills and habits are affected by the following. Number one, they're affected by scheduling. Okay? The time allocation and how much time daily you're spending on this skill or habit. Because a lot of people are trying like, oh, well, I want to get better at cold calling. But you're spending no, you don't block off any time to cold call, right? I want to get better at negotiating. But you're not even, you're not spending any time during the day negotiating. You have like zero opportunities to negotiate. You're like, "Oh, well, I really want to get better at it." Well, you have to do the thing in order to get better at the thing, right? You got to do the ski. You got to work on, you know, in order to work on the skill, you got to do that, right? You got to work on it. Okay.

Number two is effort allocation, which is how much effort are you actually exerting or willingness to improve, right? So, some of you are like, "Oh, well, I really want to, I really want to get better at this one thing, but, you know, for cold calling, as I really want to get better at cold calling, you're spending 30 minutes a day on cold calling. Much, how much better could you get doing 30 minutes a day? You spend hours a day every day. You can get pretty good at it. Like I've gotten to the point where I've made so many cold calls, guys. I can literally have my co, my my dialer up. I could be doing a live stream like I'm doing literally right now. And I could be checking my phone and and following up with other people and like it could beep and I could just immediately go into the call because I'm just, it's like second nature of how, how consistent I could be on the phone because my effort allocation has been off the charts over the last decade in my business. Okay.

And number three, your unwavering commitment. This is another one that's very important here. It's one's ability to do something consistently forever. That's what endlessly. Okay? Doing something consistently forever, right? Because not enough people are like, "Oh, well, I really want to get good at cold calling." That, like doing it really, doing it really consistently for a week or a month is not enough. Doing it really consistently for years is typically enough. Okay? It will take a long time for you to get there. Unwavering commitment is typically a lot of the reason why you don't get better at your skills or your habits because you don't do it for long enough. Okay. Come on. Here we go.

All right. So, let me give you an actual visual. Okay. Very important to see this. Okay. You have person A and person B. They're each going to prospect for three hours. Okay. We're going to talk about skills and habits in this in this, uh, in this example. Okay. So, uh, at the year of one year, who would make more money? Who do you think would make more money? Person A and person B? Well, it'd be really hard to tell you because they're both making three, you know, making three hours of calls and there's not enough information to tell you. So, let me give you a little bit more information. Okay, here you go. You got person A and person B. The only difference here, the only difference here that I'm doing is your productivity. So, for those of you who are just really lazy and maybe while you're making your calls, you, you're scrolling on TikTok and your hand dial, like you're not using a dialer in this instance, by the way. You're, you're not being productive at all. You're just, you're being laxidasical, like you might have really good expertise on the phone, but you're really, really distracted all the time. Okay. So you have no, very, very low productivity over here, and person B is very, very productive. They, they delete the social media apps or they have it on block, they have it blocked throughout the day while they're at the office, whatever it is, and they're, you know, they're just way more productive. Who do you think would make more money? Person A or person B? Okay, just if everything else was the same, but person A has a low productivity, person B has high productivity. I see a lot of B's in the chat, you would be correct, and I would agree with you. But, however, a lot of what happens is that throughout the day, you're like, "Oh, well, I don't know why I'm not making more money." Well, you've been freaking distracted all day, right? You've been distracted like person A. You're not acting like person B. We want to act like person B. Okay, let's continue. Uh, hold on.

Okay, now let me give you ex, like the actual breakdown where the productivity actually meets, uh, like the rubber meets the road here. Okay, because their productivity, person A, low-level productivity, three hours of prospecting. They're like, this is my prospecting time. It's on their calendar. It's in their schedule, but they have a productivity of one. They only made five calls. They only had 20% of people pick up the phone. They had one conversation. And obviously, you know, like you're only going to get like maybe 5% of the people to become a lead anyways, right? The people you speak to, they have zero leads generated. Person B, 3 hours of prospecting. They made 300 dials. They spoke to 20% of the people. There's obviously a lot of maybe some wrong numbers in there, too. But let's just say that they spoke to 60 people. They generated three leads. 5% of the people they speak to, they generated a lead. They generated three leads. They generated zero. That person A only had one conversation. Person B had 60 conversations. Who's going to make more money? Person A or person B? It's not rocket science. Person B is going to make way more money. Of course, right? Person B is going to be crushing it. They do that every single day.

Next example. Okay. Three hours of prospecting. Um, hold on one second. Uh, hold on. Gotta break down one more page. Okay, here you go. So, now I'm going to give you an annual visual. Okay, let's give you, let's give you an annual visual here. Okay, person A, 780 hours of prospect. It's on their schedule and maybe they, you know, they got in front of them and they're doing like, you know, like it's like the person who's doing all of the research on all the properties before they even dial the phone. A terrible mistake, by the way. Terrible mistake, by the way. Okay, so 780 hours of prospecting. They made 1300 calls. I just took the same average, by the way. Um, they conversation, same 20% throughout the entire year. They talked to 260 people, new people throughout the year. This is all new leads, new lead generated. Okay, they, they only generated 13 leads and then because, you know, like they, they, um, they know what they're doing, but they didn't have enough leads. None of them converted. They made zero dollars. Okay. Versus person B where they made seven, you know, in the 780 hours, the same thing. They made 78,000, uh, calls made. Okay. Um, three, and they had 15,600 conversations. The same 20%. They did the lead generation. They had 780 leads generated. Same 5%. Same 5%. And yet they, they closed on 15 deals. Okay. They closed on 15 transactions. Okay.

Now, how much more do you think person B made than person A? It's not, you know, obviously you could say infinite, but let's put a, let's put a figure to it, right? This is like, and it's like this is what happens all the time where imagine now also let's even just do this real fast. Imagine if also they worked on their target price point, right? Um, and also made 4% commission on each deal. Four to six% commission on each deal. I mean, guys, like this is the difference of what could be hundreds of thousands, if not millions of dollars per year just because of a productivity skill set. That's it. Just because of a productivity skill set, right? So all of a sudden you see how person B can end up making a hundred, a 10x or even a 100x what person A does just and working the same amount of hours but still making 10 to 100 times. And you're wondering like, how is this person making substantially more money, right? It's because all these skills aren't equal, right? All the skills are not equal. So, you know, just this productivity skill set when you're in the real estate business, it can drastically change your income levels if you can work on your productivity as an, uh, as an example. It's not just your sales ability, it's your productivity, right? So, if we just gave you an example of how one skill set can be a 10x or even a 100x on one skill, right? Imagine if you could strategically know exactly what skills give you a 10x or 100x ROI, uh, in 2026, right? So, we talked about this. Productivity is one of those things. Consistency is one of those things, right? Your sales ability is one of those things. Your negotiation skills is one of those things, right? Your ability to underwrite deals is one of those things. If you can work on these types of skill sets, you're going to, you know, completely crush it in.

2026. Okay. So, let's go back to uh the skills you wrote down a minute ago. Of all those skills, give me give me one, right? You got to give me one.

Hold on. I'm going explain to you one skill set that does these following things. It does the following. Okay.

Is this skill absolutely required to achieve my goal? Can I not achieve it without this skill set? Okay.

Number two, does this skill have a compound effect to it? Does it have a multiple on effort? Right? Productivity has a multiple on effort, by the way. a huge multiple on effort. As an example, with productivity, the better you get with productivity, the more results you actually can achieve, right? The better you get with that skill set, the better and more results you can achieve. That's what you want to find for skill sets. Okay.

Number three is that is this skill set 80% of what top achievers have in my line of work, right? are the top achievers in your business in the commercial real estate business an example of real estate um are the most product sorry are the most successful people in this industry how many of them are really really really productive I'd say majority right the vast majority then guess what you should work on it okay so here you go top 11 skill sets I'm going to give it to you right now okay communication skills have to work on it sales skills have to work on it right financial literacy you need to work on it problem solving okay because a lot of people they get like caught off guard hard. Um, when all of a sudden something goes like a little bit ary, you need to work on your problem solving, emotional intelligence, leadership, productivity. We talked about this a million times, decision-making, enrollment skills, collaboration, and persistence and grit, right? These these 11 here are some of the most powerful skill sets that you can have in the real estate business. Okay? Because it doesn't need to be specific to like cold calling. If you're good at sales and communication, you're going to be great at cold calling. Coal calling is the activity. It's not the skill, right? You need to become very good at solving problems. When you want to like if you want to be really good at negotiating, become a master problem solver. That's a huge aspect um of um of negotiating. Enrollment is a massive aspect of negotiations. Emotional intelligence is a massive part of negotiating. Okay? Very very important. Okay.

Now, choose one skill to work on per quarter. Okay? At most. And work on it 20 minutes a day. Add it to your calendar. Right? Okay, you work on it with an accountability partner. We'll get to how you can work on with the accountability partner later. Um, and only through practice can you improve in a big fashion. Okay, so um, next here is money management. Okay, next pillar here is money management. The better you are at money decisions, the faster it will be to create massive levels of wealth. Okay, so we're going to talk about money for a second. Okay.

Number one is track every single dollar monthly. be talking about tracking your metrics, guys. Literally, here's how easy it is. Get QuickBooks, connect it to your business account, meet with your accountant frequently. Boom. Done. And and make sure you're connecting, you know, your uh you're tracking the right expenses, okay? Because only what is tracked can be increased. Every dollar has a place. It's either spent, saved, or invested. Okay? Every dollar is going to do you're going to do something with a dollar every dollar you make. Okay? You're either going to spend it, you're going to save it, or you're going to invest it. And your goal should be to cut expenses every month. You should be looking at your budget every month and go, "How can I save money this month?" Every single month you should be looking at that. Okay.

Next is how do you set a goal to save 20%. By the way, for some of you, you're like, I I can't even save 20%. Save 1% to start. Save money. Okay. Start saving money because number two, cash is king. because um most people like have never felt what it feels like to have a lot of cash in the bank and like substantially above their survival number. And this is what's important here. But cash is king, but it's not also the whole picture, which we're going to I'm going to explain. The goal is to get to just six months of worth worth of your expenses and your survival, right? So your business expenses, your personal expenses. If you can get to six months of your bills saved and then every dollar after that is going to be have to be um uh invested is the important part here, right? And obviously it only starts when you spend less than you make. Okay, real estate agents for some reason like looking rich instead of being rich. I care about being rich, right? I just bought a nice new car. I could have bought a car that was five times as expensive and I can afford it. The thing was I said to myself, what isn't a car that I'm going to be happy driving? like because I'm a huge car guy and also is something that's super easily affordable. Instead of having a crazy high payment, I have a really affordable payment, right? We're like, I don't really care. Like, you know, it's like a super affordable payment for me where instead of buying a car that's three times as much money with a three times as much of expensive payment, I just don't need it right now. I'm 31 years old, I can drive all that crazy when I'm older, right? If I really am getting the itch to drive something stupid, I'll rent it. I don't really care. I don't need to own it. It's a crazy bad liability. However, everyone here is like, "Oh, well, I have to buy the new the new watch. I have to buy that new car. I have to buy all this really crazy expensive stuff to look rich. I want to be rich." Okay, this is because I have more than I have substantially more than six months worth of my you know, worth of my bills. And every every dollar that I have above it, okay, I'm looking to place into real estate. Like, as an example, right now, I have like 700K that I'm looking to put into some deals right now, okay? Because I got I got more than um than my six months already set up in my accounts, okay? Because the first money is to replenish the six months always. The first dollars that come in, I replenish those accounts and everything above that goes into my investment account. It's really simple. Okay.

Next, wealth is created through owning something of value. So, owning a stupid car is not value. You want to own assets and active income can only do so much. I talked about this recently, right? It's very important. I believe active income is number one priority. Okay? But it can only do so much, right? Active income can make you rich 100%. Right? Some of you might think I'm rich. I don't know if I feel like I'm rich. Okay, I can afford everything I want. I guess that you can say that's a level of rich of of being rich. I feel like I'm rich in my relationships. I'm rich in my, you know, relationship with my wife and my friends, right? Um, but like financially like I have such, you know, crazy high goals that I don't feel that rich. But what's important is like I might have a really high active income. My goal is to become wealthy, which is then taking the active income and then buying and owning assets with it. Okay? because I have friends of mine where as an example, I might make a few hundred,000 a month right now in in in uh net profit from my businesses. Okay. What happens though is that I have some friends of mine who are substantially older than me and they make a few hundred,000 a month or a few million dollars a month in cash flow from the assets that they own. That's wealth. Okay. So, I might have a really strong active income or a decently strong active income. I think I could do substantially better, right? Right? I want to do substantially better. But the big problem here is like a lot of you guys are trying to focus on passive income and you haven't even made half a million dollars yet a year. You don't even have enough money to start worrying about PASSIVE INCOME. WORK ON ACTIVE INCOME. GET YOUR active income fixed and then we can work on your passive income. Okay.

Next. Invest in what you know. People here aren't trying to like I'm not saying you know like you're not going to know what Bitcoin is as an example. I'm not talking about crypto as an example. But like it's like you guys are in the commercial real estate business but you're trying to invest in crypto. What the heck are you even thinking? what you're thinking is like, "Oh, this could be a get-rich quick thing." No, we're talking about commercial real estate is a get-rich for sure thing, right? This is why like I I like to invest in what I truly understand because it's like having an unfair advantage. I truly understand the commercial real estate business. It's much harder for me to lose money in something that I very much understand. And if you very much understand hypothetically crypto, why the hell do you sell commercial real estate? Sell things with crypto then or stocks. If you really know stocks, go sell stocks, right? But if you are in the commercial real estate business, I'm like, why would you not just buy the the the stuff you sell? You have an unfair advantage, right? This is why I invest in real estate because it's what I really understand. Okay. Um, and by the way, what do you do better than most people, right? What do you Sorry, what do you know better than most people? Invest in that. That's what you know, that's what you should invest in. And if you don't know much about investing, like my grandparents did over 60 years ago who became very, very well off. Um, guess what? They invested their money with someone who knew better than them and they did very well. Right? So, if you don't know how to invest, you should find somebody who can invest for you because non-investing is not an option. Don't make a silly decision because of a lack of understanding. Okay.

Now, it's time for an accountability buddy. Who wants who wants a buddy? Say yes in the chat if you want an accountability partner. Who wants some accountability? Who wants massive levels of accountability in 2026? Say yes in the chat. Okay, cool. So, I'm going to show you how to get first off, I'm going to show you how to get an accountability partner. Okay? I'm going to show you how to easily get one. Um, whether you're on the Zoom call or you're here live, all you have to do is simply text three people right now and say, "Oh, this is your script." Okay? This is what I used to do all the time. Okay? I still have accountability partners. Uh, and I'm going to show you how you can have me as your accountability partner in just a moment. Hey, look, all you say is, "Hey, I have huge goals for 2026." Ladies, any person you want. Hey, I have huge goals for 2026 and I'm looking for a great accountability partner. Are you looking for accountability in 2026? If they're not looking for accountability, they're not a good accountability partner. If they're account, you know, if they're also going to be held at a high level of accountability, they can be a great accountability partner. Okay? So, you want to find somebody who also wants to be held accountable to be your accountability buddy. Okay? Also, I would urge you that you should both be somewhere around the same level income-wise so you can hold each other accountable to continue growing, right? Maybe, you know, uh maybe they could also be higher income. I mean, like, you know, I would definitely wouldn't go substantially below you. I would go either equal or above. Okay?

Now, all again all the free tools and resources I dropped in the chat here on the Zoom and I also uh here on YouTube if you're live on YouTube or anywhere else in the description down below the first link you get all the free tools and resources we talked about in this training 100% for free. Uh and there's there's like six or seven uh five six or seven different free tools and resources all in that uh on the QR code. Okay, it's all on the Google Drive link you'll get access to. Okay, so who here feels absolutely absolutely prepared for 2026? Who feels absolutely prepared? you feel you're ready for a killer 2026. Now, let's drop a yes in the chat. I'm going to show you now if you're interested in having me as your accountability partner, what we can do together. Okay, so if you love today's training, I have something else that you're absolutely going to love. Okay, imagine having this type of training each and every single month for the next 90 days, all of Q1, right? If you want this type of level of accountability, imagine getting it all every single month for the entire uh for the entirety of Q1, okay? having me hold you accountable at a very very high level being having access to a community of highlevel people who want the same exact thing as you do. All right? And you get to ask me questions 24/7 365 and access to so much more tools and resources like we were giving away for free. Okay? And I'm only looking to do this with a few select people who want to spend Q1 with me and give themselves the highest chance of success possible. Okay? So if you love this training, you're obviously going to love this. So again, access to a new lead generation course, okay, that that I've custom built out. Okay, you have access to a private business planning uh business planning workshop, WhatsApp community, monthly Zoom Q&A sessions with me for the next three months. You also get a free, this is for people who are doing this today, get a free ticket to our first ever live event, which is going to be held in Q1 in Miami, Florida. And everyone who signs up today is going to get a free one-on-one call with me, yours truly. Okay. Um, we're giving this out for $9.97. Okay, by the way, all the um uh all the people again who who do this today, uh, make sure you scan the QR code. It's also um it's in the chat below. I'm also going to drop it here. You just need to go to commercial realtorcoaching.comfree um let's see here. Actually, here it is. Yeah. And if you want the free stuff, you can still grab the free stuff. You can just go to commercialretorcoaching.comfreest stuff. This is the link for anybody here who's interested in. You just got to take a picture of it. Okay, scan this QR code. Um, what I want to do, guys, is like, look, I really want to ensure your success next year. Okay, I'm gonna I'm gonna ensure that if you show up to each and one of these trainings, you have camera on, you're attentive, you are going to make more money in the new year, right? All you have to do is scan this. Again, whoever signs up today is going to get a free one-on-one call with me. Um, we're going to make sure we have you're going to have the best 2026 of your entire life. I'm going to be hosting all of the live trainings that we're going to host. Um um you know I'm going to be the the only trainer who's doing any of these trainings. So you're not going to get some random person. I do 100% of all the trainings uh myself. Uh these are all going to be customcreated trainings specifically of how to dominate and hold yourself accountable at the highest levels for 2026. So make sure you grab this. Again, everyone who enrolls today, you're going to get a free ticket to our Miami event and you're also going to get a free one-on-one call with me. Okay? So that's if you take advantage of this today. Make sure you scan this and take advantage of it. I'm going to start diving into some questions. We're going to go into the Q&A um in just a minute. I'm going to leave this up for a second here. What I want to do is everyone here, uh this is this is still a QR code, okay? So, you can scan this here. If you have any questions, for those of you who are in the Zoom room, uh I'm going to start diving into some of your questions here. So, if you have some specific questions, um you guys can jump on in here. Uh the dates are going to be uh probably given out in the next few weeks. So, make sure you guys look out for the dates for the Miami event. I'm very excited to see you guys. Make sure you guys take advantage again for just $9.97, you get access to three live trainings, a free one-on-one call with me, and a free ticket to the Miami event. Uh whether you're in person or virtual, we'll make sure you get a live um you know, you get access to the event. Okay. Who has some questions for today's um business planning workshop? Who has some questions? I'm going to go through some of these uh these questions that I've gotten over the whole time here. Okay. Um, let's see here. This is different than the millionaire's club, of course. Yeah. So, we have another coaching community called the Millionaires Club community. Uh, this is completely different. This is completely separate. Um, okay. Here we have um dialing. Let's see here. By the way, if you're if you're wondering, I have a business uh I have a private Zoom room here, which for the next hour to two hours, for as long as I go, okay, for as long as this goes, we are going to um we're going to dive in on everybody's questions. They're going to come off mute. They're going to ask me questions live. I'm going to dive into their questions. So, if you're interested, you know, obviously take advantage of this. Scan this here. If you're live here on YouTube, take advantage of this. Scan the co scan the code. Dive into it. Um, let's see if I can put this in the comment section down below because I'm going to spend the next two hours or so with all the people here in the Zoom. Okay? You can also DM me on uh Instagram if you need more information. You can email me at info@ henryisenstein.com. Scan this QR code, DM me on Instagram. We'll give you the information. Only people who enroll today are going to get access to this this um uh to to the the one-on-one call with me and the free ticket. So, if you enroll, if you don't enroll today, you're not going to get access to the free ticket uh or the one-on-one call. You get access to all, you know, the community, the the uh the WhatsApp community, the three live calls with me, um access to me 247, 365 to answer all of your questions. So, make sure you guys take full advantage of this. It's only $9.97, guys. It's a tax write off. If you're even debating it, you should, you know, like it's a tax write off. You should just jump into it. Okay. So, all of it is group. It's complete. It's group training and the one-on-one call. So, you get three hours of group train uh sorry, um it's three one to two hour trainings and it's a one-on-one call. Okay? So, you get everything. The program is 90 days. So, you get until um the end of Q1. Okay. So, you get three live trainings with me, a one-on-one call, and a free ticket to either the virtual or the live in-person event in Miami. Okay, let's see here. I'm going to start answering some of these questions. We got a bunch of questions here. If you're brand new to commercial real estate, I definitely would recommend just getting into this. If you're brand new to commercial real estate, this is probably a good place to start. Okay. Well, look guys, I hope you guys appreciated this. This is um you know, this is going to be live on YouTube for a while. Make sure you scan this. Uh I appreciate it. I'm going to jump into the live Q&A with everybody in the Zoom room now. I appreciate you so very very very much for tuning in today. I hope you guys got a lot out of this. I'm going to dive into some Q&A with my people. Appreciate you guys and I'll see you guys soon. Take care everybody.