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How to Teach Agents the Killer Instinct to Convert Leads w/Mark Martin

For Mark Martin, there is a huge difference in outcome when he makes calls and when an ISA does it. The difference is the killer instinct. How does he define this instinct, and can it be taught? On this episode we go deep on converting leads, leveraging the pain of not meeting a goal, and the challenges buyer’s agents face.

If you can’t expose an agent to the killer instinct, expose them to winning. When people are excited and part of something bigger, that’s huge. -Mark Martin

Takeaways + Tactics

  1. Buyer’s agents face the challenge of staying in communication and following up for a full 12-18 months.
  2. When your goals are no longer about your livelihood, they become about bringing other people up and helping them achieve their goals.
  3. It’s not about growing your leads, it’s about growing your audience because they are the ones that engage with the content, and need to see you as an authority.

At the start of the show Mark shared how he built his business from the ground up to a virtual team of 4 with $40 million in production. We also shared on the shiny object syndrome, and the reasons Mark makes listing calls instead of an ISA. We went on to talk about coaching agents to reach their goals and why it has to do with pain avoidance. At the end of the show we talked about the importance of growing an audience and becoming an authority.

On this episode we also talked about:

  • The power of exposing agents to a winning environment
  • The struggle of connecting goals to daily actions
  • How to get the most out of every “no” by attaching a value to it
  • The importance of being able to stay in communication and follow up for 12-18 months

The avoidance of the psychic pain of not achieving is the root of the killer instinct. When agents are put in an environment where that value is taught, and the joy of winning is experienced, they can develop it. The pain of not reaching the goal has to be greater than pain of the required activities. Once agents hone in on that, their ability to pounce on an opportunity becomes second nature.

Guest Bio

As one of Austin’s Leading Real Estate Professionals, Mark focuses on maintaining the highest level of integrity in his business. Mark believes that his 17 years of Senior Sales and Management experience in several Fortune 1000 companies have given him the edge in negotiation and presentation skills. In fact, Mark’s Listings sell for more than 98.7% of List Price, and his Buyer’s average savings of over 8% off of List Price! Email markmartinonline@gmail.com or search for “Mark Martin Remax" on Facebook.

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Leadership Fundamentals, Starting With One Day & Growth by Osmosis w/George Morris

With a team of over 1,100 across multiple states, George Morris has leveraged leadership, talent and the idea that you can do anything for one day. What are the practices and fundamentals behind his team’s success, and what can agents trying to move to the next level learn?

Our company is built on the premise that I can do something for at least a day, and if I can put enough of those days together, I can make a great month and a great quarter. -George Morris

Takeaways + Tactics

  1. Most of us are comparing ourselves to other people, but the real measuring stick is what you've done against what you could have done.

  2. The key to exponential growth is leadership - duplicating yourself by creating leaders who create leaders.

  3. Commission and value are always in proportion. If there’s a high level of value based on who you are to a client, you’re going to get the commission you want.

On this episode we discussed:

  • How George’s Everest Group got started
  • How he built his company on the premise of doing anything for one day
  • The leadership vision he has for his team
  • Why it’s easier to do 100 deals than 25 deals
  • The connection between value and commission
  • Helpful books and resources

The only way an organization becomes invaluable is when it helps people get to the next level of their lives. George Morris built his business on the drive to build up from one good day, and grew his team organically on the principle of setting one appointment a day.

The ability to systematize and continuously duplicate leadership fundamentals has also been key. This stays in line with the greater mission of the company; helping every individual and agent become their best. If you’re looking to build a team of any size, this episode will be incredibly helpful and motivating!

Guest Bio

George Q. Morris, Founder and CEO of Century 21 Everest Realty Group, is a dynamic, purpose-driven leader with over two decades of experience in real estate. His leadership skills range from creating and managing small real estate sales teams to owning and expanding large, multi-office residential real estate brokerages with additional property management, commercial brokerage, relocation and corporate services. Go to http://c21everest.com/ for more information or email georgemorris@century21.com. You can also listen and subscribe to his podcast Elevate Your Real Estate on iTunes.

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