This week’s special guest is Jess Lenouvel of The Listings Lab.
She coaches agents and makes a very bold statement … She and her team will help agents go from six-figures to seven-figures! And she means every word of it.
She takes aN “own you weird” attitude to branding and uses it to help agents “niche down” to help stay relevant and bring their business to the next level while freeing up their time by knowing what to work on, what to automate and what to outsource.
This week’s special guest is Jess Lenouvel of The Listings Lab.
She coaches agents and makes a very bold statement … She and her team will help agents go from six-figures to seven-figures! And she means every word of it.
She takes aN “own you weird” attitude to branding and uses it to help agents “niche down” to help stay relevant and bring their business to the next level while freeing up their time by knowing what to work on, what to automate and what to outsource.
One of the more jolting exchanges came when Jess said that relying on repeat business and referrals isn’t really running a business. After the initial shock of hearing that it makes sense. “you have no control over if somebody has that conversation, you are essentially relying on others to market for you … The stuff that comes from your sphere is the icing.” Using a predictable system to bring people into your world and convert them form stranger to client is the cake!
“People don’t like to hear this idea, they are so attached to this ego thing that 100% of my business is referral, I say to people if 100% is from referral then you are not running a business, and I see it as a sign of laziness.”
Talking about tactics to support that bold statement earlier Jess said there are basically 6 pillars to go from six-figures to seven-figures.
- Mindset
- Sales Skills
- Operations and systems
- Lead Gen
- Organic
- Paid
5. Clients and signature precess (How clients are handled and your signature process)
6. Team and Hiring
She talked about building small, nimble, lean teams “we don’t teach building large expansion teams.” This keeps things scalable and allows agents to not live in a situation where they can’t not answer the phone at dinner. “You are fully supported in your business.”
You need to rewire your brain for high performance. “For a lot of people once you get to a certain point in your business you don’t have business problems anymore, you have personal problems the appear in your business.”
Agents also need to know the psychology of sales, not just spew the same scripts everyone else has. The disruptors are there because we have let them be there, “if everyone says the same things and keep everything transactional then we are opening the door to automation taking over.”
You’ll recognize this theme from several of our talks and guest speakers.
She continued to say that 50% of agents should quit. “Not that I don’t think agents are valuable, but 50-80% aren’t.” What they are doing is talking business from the agents that are valuable to clients and they actually make the rest of the industry look bad. Agents complain that they are not treated with more respect, and that the industry is not seen in the light they would like. They say “I would never do that to my lawyer” … Well your lawyer performs in a very different way, first I don’t know very many part-time lawyers. Lawyers are “niched down” that is they specialize. You want to be seen as an elite professional then the whole industry needs to shift.
Old school niching down was geo-location based, think of the farming you learned early on in your career, new school niching down is human demographics based. It is applied in terms of life transition, are they sizing up, down sizing, first time buyers, first time investor or what? What is it they are looking to do and all are different.
You’ll also hear one of our team role play with Jess on finding his niche and beginning the process to apply these pillars to grow to seven-figures.
Be sure to check out The Listings Lab website https://www.thelistingslab.com
