I work with agents on a daily basis and my goal is to help them achieve or exceed their goals with their Real Estate careers. I'm not big on "Get Rich Quick" schemes. My focus is on helping agents build long-term careers in the business. To that end, I focus on Ninja Selling principals: Mindset, Skillset, and Daily Actions.

Fortunately, we all have our licenses with Bellator, a company that also focuses on fostering long-term careers by providing all of the tools and training needed to build these careers. Among these tools is a great CRM: the Bellator CRM powered by Delta. As you know, it's a fairly new CRM for us and we've had to work through some kinks along the way, but trust me, this system is MORE than you need to build an amazing career.  

I've had several conversations with agents lately who are waiting for everything to be perfect before they start on their daily activities that lead to the relationships and transactions that will make their careers. To be clear, our job is not to perfect software. Our job is to consistently fostering relationships and to remain engaged and knowledgeable in the business so that we can be THE best agent possible when those relationships need our help.

While it is true that the goal is to be hitting on all cylinders with having all relationships loaded into the CRM with auto-flow systems in place, notes of prior conversations and a calendar reminding you to reach out consistently, it is also true that if you're not there yet, you still MUST make your calls TODAY. For each week that you do not make these calls you can count on losing one deal.

THE most vital tool that you have for this business is your phone. Most of us are very proficient with our phones, so there's no excuse not to be making your daily calls, unless you're not serious about this career.  I'm just guessing here but I would say 95% of licensees in our industry get by with only taking what happens to fall in their laps and only working with buyers who are strangers. We all know that will not optimize your dollars per hour and the burnout rate for these agents is very high. We've all done it and I still do from time to time but it is PROVEN that the longer you work the Ninja Selling system, the more you will deal with friends, folks who are far more loyal to you than strangers and who's trust you have already earned time and time again. You will waste far less time and make far more money. In addition, there's greater satisfaction with the job when you mostly work with folks who appreciate you and that you like.

All of this is a long-winded way of saying - JOB ONE is making your calls TODAY. Force this to become your #1 daily habit and you'll see the results in weeks if not days. Yes, FORCE yourself to do this every day for a month and it will become the most positive, career-boosting habit that you'll ever have.  

Absolutely, we should work toward getting YOUR tools working for you as well. Set goals for this and take advantage of learning opportunities provided by YOUR marketing department and YOUR broker and try to get your tools operating at full capacity; but, that is not job #1. These tools are vital to optimize your time and effectiveness, but DO NOT put off calls and face to face interactions with your sphere until everything is set up perfectly. Honestly, that is a "sure-fire" way to leave tens, if not hundreds of thousands of dollars on the table each year.

To be clear, this is not a theory; this is a proven system that absolutely works every time someone has applied it. We may need to tweak your presentation and practice to become more proficient, but this IS THE answer to a long-term career that is enjoyable and can easily yield you and your family millions of dollars over the span of your career.

Are you prepared to put forth the effort? It is a job - it requires daily work, but the rewards can be astronomical.

I hope that a few of you get something from these articles. TSW (this system works)!  Thanks for your time and I hope you have a great holiday weekend.