Have a Question? Ask & We'll Answer It With A Video


Your question has been submitted and will be answered shortly.

Are You Communicating With Your Database?

How much business should you get from your database? How can you communicate with your database in an effective, systematic way? I’ll explore both of those questions today. 

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


When I meet an agent, I like to ask them to tell me about their database. 

Most agents don’t necessarily have a database; their database is simply the contacts on their iPhone or Android. Even if you don’t necessarily have an organized database, we all have one, and it’s important that you communicate with your database in a systematic fashion. 

Hopefully, you have at least 150 people in your database. As a real estate agent, you should have even more than that. 

Let’s say you have 144 people in your phone who know, like, and trust you. How much business can you get out of that database? 

Now, one in six of those 144 people will actually hire you; another one in six will refer you, so you’re going to get a 12 to two return. Basically, you should end up with 24 transactions from your sphere of influence. 
You need to systematically communicate with your database.
To be able to do that, you need to communicate with your database in a systematic, effective way. The laws of lead generation are: 
  1. Build a database. 
  2. Add to it every day. 
  3. Communicate with the database in a systematic way.
  4. Service the leads from your database. 
In order to effectively communicate with your database, you need 33 touches that add value. A lot of agents say, “Won’t people think I’m just being a nuisance with 33 touches?” 

Let me ask you this: If I called you up 33 times in the next year and offered you an ice cream cone each time, would you be upset with me? No. 

If you offer something of value 33 times a year, then your database will take your calls. 

In northern Virginia, 24 transactions at an average commission of $10,000 will get you $240,000 in commission. 

If you have any questions about how to grow your business by communicating with your database, just give me a call or send me an email. I would be happy to sit down with you and go over how to reach your business goals!

The Simple Formula for Hitting $250,000 in 12 Months

Recently, an agent and I had a conversation about what she needed to do to make $250,000 in the next 12 months. The conclusion we came to is actually pretty simple.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

The topic I wanted to address with you today is conversion and the economics of our industry.

I was working with an agent recently and I asked her what she wanted to make in the next 12 months. When she told me she wants to make $250,000 in that span, I asked her how many appointments she thought she'd have to go on to hit that amount, which is a lot of money. 

She threw out a number, but I challenged her to look at it differently. 
First, we examined how many appointments she thought she'd convert. Conservatively, I asked what if she converted 75% of her appointments and made it to closing in 75% of those opportunities. Then we factored in taking two weeks of vacation, meaning she'd work 50 weeks in the next 12 months. I then asked what if she went on one appointment per week.
The formula to make $250,000 is actually pretty simple and straightforward.

If she got hired for 75% of those appointments and 75% of those appointments closed, that's a total of 28 closed transactions. If we say an average commission is $10,000, that's a gross commission of $280,000 over 12 months. Even if you pay your brokerage $30,000, you'd still be making $250,000. 

So the formula is simple to make $250,000—you need to go on one appointment a week, get hired for 75% of them, and then close 75% of those deals. It's truly that straightforward.

If you'd like to talk more about your career or about putting a plan together to reach your goals, I'd love to talk with you. Contact me soon, I look forward to connecting with you.

Great Tactics to Double Your Sales

If you want to double your sales, I have a few tactics you can use to boost your numbers without breaking your back. 

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


Today I want to talk about a few tactics you can use to double your sales.

First though, I want to invite you to attend a class I’m hosting called Systemized Lead Generation, which will be on March 23rd from 9 a.m. to 4:30 p.m. This class will help you understand how to utilize a system to do a huge amount of business and provide awesome care for your clients. 

Now, back to the topic at hand. A fellow agent recently told me he was at almost $10 million of volume each year, but he wanted to jump up to $20 million. He wanted to double his business, but he was already working as much as possible during the day. 
It’s all about leads, listings, and leverage.
The truth is, there are people who reach $20 million all the way up to $240 million each year, but they don’t have any more time in a day than you or I do. The key is figuring out their secret. 

It’s all about leads, listings, and leverage. Those are the three fundamental foundations of a real estate business. If you can position yourself to have the right systems in place, the right lead generation in place, and the right people in place, you can get those huge numbers without killing yourself at work. 

If you have any other questions, please feel free to give me a call or send me an email. I would be more than happy to help you.

How Affirmations Can Improve Your Business

Today I want to talk to you about affirmations and invite you to attend my upcoming class.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


Today I want to talk a little bit about affirmations. However, before I get into that, I’d like to invite you to attend a live class I’m teaching about systemized lead generation where you’ll learn how to create a huge database, utilize technology, and better communicate to enhance your business. That will be on March 23rd from 9 a.m. to 4:30 p.m. and I hope you see you there!

Now, back to the topic at hand. What is an affirmation?

An affirmation is something that feeds your subconscious. We know our thoughts lead to our feelings, our feelings lead to our actions, our actions lead to our results, and the results cycle through to lead back to our programming. We want to affirm or feed our programming with great thoughts. 
We need to take control to be able to feed our affirmations.
Our subconscious is what gets us to where we really want to go, but we are not always present to what our subconscious tells us. We need to take control to be able to feed our subconscious. We can do this through a methodology called affirmations, something you can do on a daily basis. 

When you do your affirmations, I suggest you write it down in a journal. Make sure you write in the present tense using “I am” phrases such as “I am the top producer.” These affirmations will allow you to be able to position yourself to become that person. 

Now, I know that may seem a little hokey to some people, and that’s okay. However, I’ve done affirmations on a daily basis for years now and I have seen significant results. My family, relationships, business, and real estate sales have all benefitted from affirmations. 

If you have any other questions about affirmations or any questions about real estate, please don’t hesitate to give me a call or send me an email. I look forward to hearing from you!

Attend Our Live Class: Systemized Lead Generation

You’re invited to our live class on February 9th called Systemized Lead Generation.  

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.


Today, I want to invite you to an event that I’m hosting on February 9th from 9 a.m. to 4:30 p.m. called Systemized Lead Generation.

When I first started in real estate, nobody told me that I was getting into a lead generation business and that my specialty would be real estate sales. I’m sure that if you’ve been in the business for any amount of time that you’ve come to this realization on your own. 
Join us on February 9th!
This course will cover the difference between marketing and prospecting. Marketing costs you money and prospecting costs you time. We’ll also go over how to create a large database, feed it daily, and how to consistently communicate with that database in order to get a return on your business. 

This class will help you and any team members that you may have. We will talk to you about the systems you need to put into place to help you get massive lead generation. 
I would love to have you as my guest. If you have any other questions, please don’t hesitate to reach out to me. I would be happy to help you!

5 Books You Should Be Reading


I’ve got some great book recommendations to share today. I think you’ll like all five of these.

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Instead of talking about real estate specifically today, I want to try something different. I have some recommendations to share with you. I’ve been reading a lot lately and wanted to talk about some of the books that everyone should read in 2017.

1. Extreme Ownership, by Jocko Willink and Leif Babin. This is a book written by two Navy SEALs who served in Iraq. They talk about taking ownership of everything that happens in your life, and it’s helped me a lot. It’s a great read.

2. The Greatest Salesman in the World, by OG Mandino. I read parts of this book every day. This is an inspirational text that teaches you how to think and what to pay attention to in order to be a great salesman. This is a book I read on an ongoing basis and it allows me to have a great positive attitude and thought process.
When you read, you think big.
3. The E Myth, by Michael E. Gerber. This book goes through the system of how a small business should run, and it’s one of my favorites.

4. Open, by Andre Agassi. This is an awesome book. It’s an autobiography about tennis great, Andre Agassi, who has had a fascinating life. Get this one on audiobook.

5. Benjamin Franklin: an American Life, by Walter Isaacson. We all know Benjamin Franklin, but a lot of us don’t know just how important he was to America’s identity. A big surprise to me was that Ben was more of an entrepreneur than anything else. He greatly benefited our country.

When you read, you think big. When you think big, you are able to develop and accomplish big things. If you have any questions for us, don’t hesitate to give me a call or send me an email. I look forward to hearing from you.

The Key to Prospecting Success


Lead generation is the most important part of your business, and prospecting is a big part of that. I'll explain how to find success in prospecting for those who don’t like cold calling or door-knocking. 

Looking to improve your real estate career? We're here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with us, contact us at 855-835-5473 or info@greetingsvirginia.com.

Let's talk about prospecting.

There are various ways for us to bring in business, but most come back to prospecting or marketing. They each have a cost. Prospecting costs you time and marketing costs you money.

If you've got lots of money, you can have a marketing-based business that's enhanced by prospecting, and it would make a lot of sense. If you don't have much money but have lots of time, you want to prospect. Plenty of agents tell me, though, that they don't want to prospect by knocking on doors or making cold calls, and that's fine. 

My suggestion, instead, is to find what you love and knock it out of the park. For example, if you love holding open houses, have 10 a week. If you like networking, go out and meet lots of people and make sure they know you. I personally love phone prospecting to call withdrawns, expireds, or whatever is needed. Whatever you find you like to do, do it with intensity. 
Find what you love in prospecting and then knock it out of the park.
When prospecting, there are some rules to follow to make it work. 

For starters, take care of it in the morning when you can. Lead generation is the most important thing in our business, so we want to get it done early. Make sure you track it, too. This will help you think about how many conversations you want to have versus how many you get done. The number isn't as important as doing it consistently because consistency will bring you success. Finally, my last tip is to start at the same time and end at the same time every day in a distraction-free spot.

If you'd like more tips or just to have some questions answered, you can always reach out to me. 

We've also got a great seminar that I'm hosting coming up. Click here for more information. I'd love to have you as my guest.

I look forward to hearing from you!