In step with real estate phenom, super-charged entrepreneur Michael Reese
By Julie Escobar
You’ve got to love a day that starts by interviewing one of the clearly most passionate people in real estate, Michael Reese. With the level of energy and integrity he brings to the table – who needs coffee? I recently had the pleasure of pre-viewing some of the extraordinary tools, systems and strategies he and his partner Jay Kinder are sharing with eager agents from just about every corner of our industry and I couldn’t wait to speak one-on-one with at least one member of this dynamic duo! Mike was kind enough to share his time and thoughts and I think you’ll find that there’s a lot to resonate with almost any agent trying to succeed in today’s market…starting with his “Win Before You Start” philosophy.
Here’s an excerpt from our interview:
Q: Great to meet you Mike! You’re on top of the world and on the top of your game. I’ve been following the launch of your upcoming event and I have to admit – it’s exciting! Tell me a little more about your story and what inspires you and Jay Kinder to share your success secrets with the world and why you’re so passionate about helping agents get the most from this business?
A: Well, I think it’s that we achieved our real estate goals and I believe that part of the natural process of achieving a goal is that you want to share what works and what’s rewarding with other people. It’s funny when Jay and I first started we were going to write a book called “The Coachables” so we spent $99 for a DVD on how to write a book and between the two of us, I think we got through maybe 15% of it before we had to move to another means of getting our message out!
Mostly what we learned was that there really wasn’t ONE person out there who had it ALL figured out. You know there were a few agents who did some of the things 1000% better than others. Things like capturing referrals, prospecting, lead generation and follow up. There were also better than average systems, websites, marketing and advertising tools of course – but with so many choices it’s really easy for agents to fall victim to “drift.” What I mean by that is that for a lot of agents, it’s easy to get lured in by a really good salesperson, catchy ad or shiny prospect or so caught up in trying to decipher which person to model or which product to buy that they can lose their way, or worse than that, feel like their only option is to simply “guess.”
That’s why we wanted to create something that would pull it all together for agents from the best formal business practices, sales tools and prospecting solutions to the how to identify the right people to watch and model, making easier for them to succeed.
Q: Well there’s certainly a need for that! In fact, I just read your “Clarity Report” and I’ve got to say, it’s right on target with the foundation building “must know items” agents (both new and experienced) should master. Tell me, what do you guys teach about building the right foundation and how they can get a copy of this terrific business booster themselves?
A: You know, when we got outside the real estate industry we realized there were some common denominators that made all the difference in the world between success and failure. We also discovered that for most agents – if they had any of the components at all – were building their business out of order. It’s like building a house – you don’t start with the sheetrock and boards right? You start with the foundation. It’s the same when building a real estate career. That’s when we decided enough with the book; let’s get the information out there. It started with two training calls a month to help agents put all the foundation building skills in order and it’s grown to the powerful system that we’re proud to share with agents today.
Our goal was simple: Bring as much value to one real estate agent as we possibly could then learn how to do that over and over. It’s like that premise, small hinges swing big doors. We knew if we could give everything we’ve got, from teaching skills and putting the right systems in place to the principles of tracking then we could help people succeed. So we took those two training calls a month, and we did that for two and a half years and built a library of training that would help us realize that goal.
Q: By the way, THAT’S a great goal and I admire your desire to give your best back to your clients. What’s one of the biggest things you’ve learned along the way?
A: That the number one thing is that training and coaching is NOT one size fits all. I’ll give you an example. If we’re all headed to California and I’m in Texas and you’re in Florida, we may both be heading to the same destination but we’re both going to get there a different way-right? Why? Because we’re starting from different places. It’s the same thing in training. I tell you, that was one of the most frustrating things for me when I first made the decision to invest in having someone help me. The first four months of calls were all about things I was already doing and had been doing. I mean when you get to the top of the ladder but it’s on the wrong wall you’ve got to start over right?
Until someone knows with absolute clarity where they are and where they want to be they can’t get there. That’s why we start with the foundation and the Turning Point Clarity Report. We know how critical it is to give agents a taste of success right out of the gate and we can do that because we only use PROVEN systems and tools that allow them to track everything they’re doing. We help them take a good hard look at those KPIs or Key Performance Indicators that allow them to know where they are at all times in relation to where they want to be.
Q: I loved your segment about Strategic Planning – can you give me your formula for that?
A: Absolutely. A strategic plan is simply the Whens, Wheres, Whats, Hows, Shoulds and Shouldn’ts of your business. It’s what defines your key daily activity; it’s the road map to get you there and the energy booster to take you all the way. It is knowing that you’ve got “25 more miles to go until you need gas.” It’s the tool that allows you to take a look at any opportunity and have the ability to lay that opportunity over your Strategic Plan to see if it’s in alignment with your core goals. If it is, great, add it in, but if it’s not, it doesn’t matter how shiny or pretty or new it is – it will take you further from your goal. We don’t want that for our agents.
Q: I agree – and I believe what you’ve got is a terrific and comprehensive foundation builder. In fact, I’d like to share your video that walks agents through your “Clarity Report” Strategic Plan and allows them to download a copy of their own at the close of this interview if you don’t mind!
You know, Mike, times have been tough for a lot of agents. In one of your videos you talked about “fun” being one of your core values. Tell me why that is and how agents should and could adopt that same philosophy and use it to boost their business & their confidence in today’s market.
A: Well, for us – if it’s not fun, we’re out. We’ve all been in that place where we’ve said, “this isn’t fun anymore.” My calls start at 6:00 am, and I never dread working. The reason for that is that it is all part of that same plan we talked about. I don’t work for money. In my opinion, money is like the field goal or the touchdown. It’s a means to represent the amount of value you bring to the people in your life such as the customers, business partners, vendors, employees – everyone. It’s a lot more rewarding, fulfilling and fun when your focus is on creating value in other people’s lives than focusing on the dollar.
Q: I couldn’t agree more, Mike. The other side benefit of putting fun into your business plan is that it makes the days so much more rewarding and enjoyable – which is all the more reason to go to work-right? Now, let’s get to how I came up with the title for this article! Will you tell our readers what your BEST PIECE OF ADVICE would be?
A: Sure, my best advice would be to tell you to “Win before you start!” What I mean by that is when you go out each day you have a plan – and it can be a winning plan or a losing plan depending on how you approach it. Do you have the right directions or the wrong ones? Do you have the strategies, differentiators, effective communication skills, road map, etc. to WIN? Winning doesn’t happen by accident. Success all comes down to allocation. Everyone starts day one with zero sales right? It all comes down to how they allocate their time, finances, resources and skill that determines who will win. So plan it out! Put all the winning steps in place before you ever walk out the door. ”Planning will set you free!”
A big part of winning before you start begins with what we talked about earlier–giving as much as you can away in terms of service and value to your customers. My mentor calls it “stacking the coolness.” Think to yourself – what is the best thing I can give? Then do it! Then take a look at how you allocate your time, energy, resources and make sure they are in alignment with your goals.
Q: Great advice, Mike! I’ve got to say, I’ve seen a lot of teachers, systems and strategies over the last 25 years and I’m very impressed with what you guys are bringing to the table. Can you share with our readers how they can find out more about building their business with the same passion, power and FUN that you guys seem to exude a hundred fold?
A: Absolutely! The best thing to do is come find out more about how we’re bringing EVERYTHING we’ve got to agents out there who are eager to make a change. We’re hosting our 2010 Exponential Growth Summit in Plano, Texas November 8-10 and we’re leaving nothing out! We’re bringing together the people who’ve mastered all parts of the equation—you know, those top performers who do specific components of business building 1000 times better than anyone else? Click here to get your free Clarity Report and learn all the amazing things we’re going to be sharing with agents in November!
Q: Terrific! Mike, thanks for spending some time with us! I can’t wait to share more about what you guys are doing out there! Sounds like it’s going to be a great time learning great things with great people! I wish I were going! If you’re serious about staying in this business, growing a consistent, sustainable, and FUN referral base and skyrocket what you’re making – then you owe it to yourself to check this event out! Get all the power-packed information and tools by clicking on the links below!
To watch Mike and Jay’s powerful video about building your business and to get your hands on your copy of the Clarity Report, click here!
To learn more about Mike Reese and his partner Jay Kinder, visit www.kinderreese.com/about. They’re great guys doing helping to make incredible things happen for agents across the nation!
If you’ve got questions or comments for us, jot them in the comment section below or email me directly! We’re here when you need us!