The Importance Of A Morning Routine For A Real Estate Agent & Real Estate Team

The Importance Of A Morning Routine For A Real Estate Agent & Real Estate Team


[Interviewer] For Kyle. Kyle I always like when
people ask this question to top producing agents. What does your routine look like? The morning routine. Yeah. Skin care routine on YouTube yet? Skin care, no skin are. This is not perfect skin by
any stretch of the imagination. Although there’s more
skin every year up here. (laughing) My morning routine is
like a religion to me. It’s literally what
makes or breaks my day. If I don’t do my morning routine, the rest of my day is crap. So I’m obsessed with my morning routine and I used to wake up around
like seven or eight o’clock and I’d go to bed around
like ten, eleven o’clock and then this dude Sharran Srivatsaa up in Orange County LA
area came up with something called the 5am Club and when it first came
out and some of my friends were jumping on it they
were like this is so cool you’ve got to hop on it. I was like you’re frickin’ high. Five am like there’s no way. I wake up at seven like I’m
not getting up at 5 o’clock like I thought seven was early. And then slowly but surely
I started to think about it. Somebody kind of gave gave me an analogy and they’re like seriously just go to bed two hours earlier. If you’re cool getting up at seven, and you’re going to bed at eleven, just go to bed at nine and get up at five. And if you think about
it like what good stuff happens from nine to eleven at night? Like what are you really
doing from nine to eleven? You’re watching some stupid-ass
TV or you’re out drinking. Like let’s be honest. Or it’s California, you’re smoking weed or something like, right? You’re doing something like that but nothing good’s happening
from nine to eleven at night. It’s just not but there’s
a lot of good stuff that can happen from five to seven. So you can flip your life
by ditching those two hours of useless time and now
converting those two hours of extremely useful time. So for me, I’m typically
getting up at 4:55 everyday. I hop on the 5am Club call. It’s a five minute call and it’s just a quick
little motivational message. It’s just something to turn my brain on and get me going for the day. As soon as that’s over, on Tuesday Thursday I’m going to the gym, Monday, Wednesday, Friday
I ride my Peloton bike and so I’m working out five days a week and that’s usually from 5:30 to 6, 6:30 and then I shower, my daughter wakes up, my wife wakes up. I get to spend an hour with them and so then I go to work at 8 o’clock and so by the time I
leave the house at 8 am, my brain is on from the 5am Club call, my body is on from my exercise, and my heart is on from
my time with my family and now by the time I show
up to the office at 8:15, like I’m locked and loaded, like I’m so ready to
go when most of you are barely getting your ass
out of bed at that time. I’m already in momentum
like I don’t need my coffee or whatever else like
everybody’s morning routine is like I’m locked, loaded,
I’m so ready to go and I’m hitting the ground running and I don’t have that first
hour or two of the day where I’m trying to get motivated, trying to get things started and in all honesty, the
first few hours of the day, those are the most
important hours of the day. That’s when we are prime
and that’s when people are actually answering
the phones too, right? There’s studies that have
shown from eight to ten, eight to eleven that’s
really that sweet spot when we should be making our calls. Well, you better be at the office at eight o’clock ready to rock and so if you get that
morning routine down, that’s really, really important so that when you do show up you’re ready to go and hit the ground running. A couple other things just for those of you guys that run
teams, this is kind of our morning routine for
our team is at 8:15, which is usually like
on my way to the office, we do a morning huddle
and it’s usually via Zoom which is a video chat service. So we get on there and for
me it’s just making sure my agents are out of bed by 8:15 everyday. For them, it’s a little pump
me up and get me motivated to get going in the morning. 8:30 to nine they’re on
the phones role-playing. Something I’ve talked about
when I did this even last year is we work in an industry
where we have the opportunity to earn NFL money but we’ve
got to put NFL practice in if we want to make that money. I mean we ended five million
dollars in GCI last year. That’s literally what an NFL player makes but we’re not going to make
that if we don’t practice like an NFL player and in
the NFL those guys practice two to three thousand hours a
year for 16 hours of game time and they’re only on the
field half of that game. So think about that, they’re
putting two thousand hours a year in of practice for eight hours of actual performance time but we don’t want to get on the phone for 30 minutes a day and practice? There’s something
fundamentally wrong there. And think about this, you
know a lot of us played sports in high school, if you
didn’t show up to practice on Thursday, were you going
to play in the game on Friday? You didn’t, right? You didn’t even get in the game. Bill Belichick sat one of his best players on his team in the Super Bowl because the guy didn’t show up to practice but you guys don’t want
to practice your scripts? Something wrong there so we roll play 8:30 to 9 everyday and then nine to eleven
the agents are prospecting and then something we do once a week, we don’t do this everyday
but another thing that a lot of agents make a mistake and I’ll ask you guys and speak honestly how many of you guys role play your listing presentation
on a weekly basis? Look around the room real quick. There’s not one person raising their hand. That’s a problem, guys. Think about this we’re
spending, I mean we spend like 12,000 dollars a month on Zillow to generate leads and then
we spend 30 minutes a day on the phone figuring out
how to take these leads and set appointments with these leads but if you’re not practicing what to do at that appointment, what’s the point? Like if you show up and shit the bed, what’s the point of
spending all these hours role playing and all
these hours prospecting and all this money to generate these leads if you don’t know what to
say at the appointment? Think about that. So a great analogy I
use, Peyton Manning he’s going to go down as one of
the greatest quarterbacks in NFL history, he’ll also go down as one of the least athletic
quarterbacks in NFL history like that guy running was
like a newborn giraffe like it was pathetic. He was the most awkward dude ever. He didn’t have the strongest arm. He wasn’t the fastest but
that guy put more effort into his practice than anybody. He’s famous for pulling up to the line, getting under center,
and completely changing what play he was calling
based on the formation that the other team was set up in. ’cause he knew if they set up like that then I’ve got to set my team up like this. He would change it
almost every single time because he had put so much
time into his practice that he knew if they line up like this, I got to line up like that and if my receiver does this, then I’ve got to throw it there. Like he knew every single time. He could’ve played quarterback
with his eyes closed. We got to get to that same
point in our business.

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