Happy Sunday Everyone-
315 is the number of Realtors who accepted the invite to attend a zoom call I did with Raziel Ungar, 126 is the number of Realtors who showed up, a 40% turn out. Little more detail, 700 invites, 4 reminders, 1st invite 85 people accepted, 2nd reminder, 155, 3rd reminder 254, 4th reminder 315.
Who is Raziel? Aside from being a very solid human, he’s been recognized as one of the top 100 Realtors in the nation, he’s been top 5 in his county for years (of 2,900 Realtors), and #1 in his city (Burlingame) for 10 years. Most relevant to today, for 15 years his business model has been based on he and his clients agreeing to sign a buyer representative agreement every single time, including his own groomsmen in his wedding. Before the settlement with NAR this was not common practice for Realtors on the buy side, and now its required 100% of the time (as we all know). It’s just a guess, and only my word, but I’d bet Raziel is the #1 Realtor in the country conducting business in a way that has gone from smart, but not often done, to mandatory. So given that 1 hour represents 3% of a work week (1/40=3%), I’d say hearing what he has to say on something that is changing an industry, taking 3% of your work week to listen to him is a decent return of investment on your time. Side note-from the feedback I received he crushed the call with both mindset and tactics.
I thought long and hard about whether or not it made sense to send this one out today (skipping last week). How do I not sound like I’m pissed about attendance (I’m truly not), or a Jerry McGuire manifesto where my business partners fire me for calling this out. Or why would I think the content I put out is more relevant than the 100’s of pieces we all get hit with daily on the very same topic. I know it’s all common practice, invite 100, 50 say yes, 25 attend, some might even say 40% is a good number. Side note-this is about the 315 people that said yes, not the 385 that never responded or declined. And I have no idea who said yes, who said no, who showed, and who didn’t, not important to me.
What’s my point? Why send this out? A few thoughts below from a guy that has also been one of the 189 who said yes but didn’t show.
- Let your yes be your yes and your no be your no. This experience will help me on a going forward basis when I get invited to things to think “do i need this? will this help me? when this day comes will I be glad I said yes”…if the answer is not a resounding “yes”, just say no. I just had a guy last week ask me to participate in something, I simply said “i appreciate it but i have to focus on my own priorities right now”…and that was it.
- Similar to #1, how you do anything is how you do everything. This isn’t a lecture; this is a reminder to me. Kim calls our friends that show up when you need them “show uppers”. Honoring a calendar is an example of showing up. Little wins turn into big wins, honoring little things, turns into honoring big things….unfortunately the opposite is also true. All of it is a reflection of who we are, whether we like it or not.
- “Micro” manage your time, “micro” manage your money, and your costs. To say “I missed the call with Raziel” is easy. To say, “I’m a professional Realtor, I’ve never had a client sign a buyer agreement with my compensation listed before, does it make sense for me to allocate 3% of a work week to listen and possibly learn from his experience”, missing that call becomes harder to justify. Easy for me to not answer a lead call because I’m not in the mood, harder for me to say, “my leads are worth $1075 each, does it really make sense to not answer this call”. I’ll skip the #’s, but I texted Jack/Thomas last week “Crush it in class today, it costs XXX/Day for you to go to school, not including room/board, we’re glad to do it but make it count, love you!”. Granularity creates clarity. Measure your time and where its spent.
Beauty of writing these is it’s me coaching me. My message and lesson to me is say yes to less, but what I say yes to, show up.
Have a great rest of your Sunday!