Kickstart Your Week ~ Baby steps for lasting success
Quick recap
The meeting began with casual updates and social discussions among team members before transitioning to a focused agenda covering daily success plans and customer experience strategies. Nino hosted a kickstart call with Scott Cummings to introduce strategies for business growth, followed by an interview with Katie White where she shared her time management and networking approaches as a sole practitioner. The discussion concluded with insights on building relationships with real estate agents and leveraging Fairway's resources, emphasizing the importance of consistent outreach and structured routines for success.
Next steps
All attendees to aim for 13 meaningful conversations per day with realtors, title companies, and insurance agents.
All attendees to implement a structured daily routine, including a morning routine and time blocking for different activities.
All attendees to start making easier calls first to build momentum when feeling unmotivated.
All attendees to consider organizing property tours as a way to meet new agents and showcase mortgage strategies.
All attendees to utilize Fairway resources, particularly Total Expert, for automated communication with clients and agents.
All attendees to engage with the Fairway community, including Ignite, to share ideas and seek advice from other producers.
All attendees to ask for business subtly at the end of each call with the phrase "Can I count on you?
All attendees to focus on building personal relationships with agents through non-business activities like hiking or dancing.
All attendees to research agent production before reaching out, aiming for those with at least 8-12 buy sides per year.
Summary
Social Updates and Wildlife Discussion
The meeting began with casual greetings and updates, including Janet's success with the Fairway Cares bear initiative, which resulted in 97 bears distributed. Scott shared details about his property in New Mexico, describing the presence of wild mustangs, mountain lions, and other wildlife, which sparked a brief discussion about wildlife sightings in Arizona.
Business Thriving Strategies Kickoff
Nino hosted a kickstart call with Scott Cummings to introduce a series of strategies aimed at helping participants transition from a surviving to a thriving mindset in their businesses. The call featured a video message emphasizing the importance of focusing deeply on goals rather than being distracted by noise and social media. Participants were encouraged to share their locations in the chat, and Nino expressed excitement about the diverse group of attendees.
Time Blocking for Busy Moms
Nino interviewed Katie White, a single mother of three who manages multiple roles including running her business, coaching, and household responsibilities. Katie shared her time management strategy of "time blocking" and starting with small commitments, such as a 15-minute gym session, which she credits with helping her maintain focus despite her busy schedule. She emphasized the importance of treating small achievements as wins to build momentum throughout the day.
Katie's Client Acquisition Strategies
Katie shared her strategy of having at least 13 conversations per day and emphasized the importance of asking for business at the end of each call. She explained that she typically asks potential clients if she can count on them to refer business her way. Katie also discussed her approach to networking with realtors, title companies, and insurance professionals, and described her method of calling new contacts weekly until they start sending her business. Nino inquired about Katie's conversation techniques, and she explained that she often starts by complementing the other person and providing value before discussing her own services.
Morning Routines for Success
Scott and Katie discussed the importance of morning routines and structure in achieving success. Katie shared her weekly call schedule, which includes specific days for different types of calls, such as contacting agents, borrowers, and pre-approved clients. Nino addressed the fear of calling old contacts and suggested starting with easier conversations to build momentum. Katie emphasized the positive response she often receives from past clients, even after long periods of no contact.
Real Estate Agent Relationship Building
Katie shared her strategy for selecting and building relationships with real estate agents in Austin, focusing on agents with strong production records and common interests. She explained how she uses property tours to meet new agents and strengthen existing relationships, typically organizing tours with 8 properties every other month. Scott emphasized the importance of building personal connections with agents and suggested leveraging successful relationships to introduce lenders to promising new agents.
Success Strategies for Sole Practitioners
Katie discussed her success as a sole practitioner by leveraging Fairway's resources, particularly Total Expert for automated communications and Ignite for community support. She emphasized the importance of consistent outreach, making 13 calls a day, and subtly asking for business after each call, which has contributed to her 30% growth. Nino encouraged attendees to increase their call volume and share their experiences at the next meeting, while Scott stressed the need for more structure in daily routines.