If a Top Coach Called Today and Asked to See Your Business, Would You Be Ready? (06.24.26)

Halfway through the year is the perfect time to stop and ask a question most agents never ask themselves — not how many deals closed, but how the business actually runs. Could you pull up your numbers in two minutes? Could someone step in tomorrow and understand your process? Do your systems exist in writing, or only in your head? Because there's a reason twenty percent of agents do eighty percent of the business, and it's not talent or luck. In this episode, we get into what it actually means to operate a real business versus operating on memory, why AI can't save a chaotic system, and the one thing every agent should document before the second half of the year begins. If your answer to any of these questions made you a little uncomfortable, that's exactly why this episode is worth your time.

Transcript

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Good morning, everyone, and welcome to your 6 a.m. call. Even through the summer, so many of you are showing up, and that is awesome. It will reflect on your business later on. And Lee and I are always so grateful that you've chosen our call to be part of your morning routine or afternoon routine if you listen to this later on on our podcast. So as we approach halfway, as we approach the halfway point of the year, I want to ask you a few questions. If I asked you what you've done to work on your business the first six months of the year, could you tell me? And I'm not asking about closed transactions or volume, and I'm not talking about your GCI. What I would hope would happen second year is that you could tell me how many phone calls that you've made, how many meaningful conversations have you had, how many follow-up emails, how many open houses you've hosted, how many appointments you've set, how many listing presentations you've gone on, and how many times you've asked for a referral. And more importantly, could you find those answers easily within two minutes? Because you can't answer those questions, or finding the answers would require hours of digging through your phone, email, calendar, and CRM, then I would challenge you with this. You're not operating the business, you're operating on memory. And memory is not a business plan, my friend. Here's another scenario. What if one of the biggest real estate coaches in the country called you today? Let's say Tom Ferry called you and said, Hey, Robin, I'll give you free coaching for an entire year. All I need is access to your database, your systems, and your processes and your files so I can see how your business operates. I don't have time to be waiting for you to get your system set up. Would you probably hand them over? Or would you spend the next two weeks trying to organize everything first? Could someone step into your business tomorrow and understand how it runs? Would they know your process for new leads? A listing appointment, a signed contract, a past client follow-up, or a closing? Are your processes documented, written down, or are they automated? Or do they only exist in your head? Because the businesses that grow are documented. The businesses that scale are measured, and the businesses that survive are accountable. So let me ask you other questions. Who is holding you accountable? As realtors, entrepreneurs, and 1099 professionals, one of the hardest things we do is work for ourselves. Nobody tells us when to start, nobody tells us when to make one call or another call. Nobody tells us to stop rolling social media and start prospecting. And nobody tells us when to follow up for that lead from three months ago. That's on us. And why that accountability matters? You probably heard the statistic that 20% of realtors do 80% of the business. 20% of realtors do 80% of the business. Whether those numbers are right or exact is not really the point. The point is that a small percentage consistently outperform everybody else. Not because they're smarter, not because they're luckier, not because they work harder, but because they have systems, processes, accountability, and they know their numbers. So let's talk about automation. Everyone is talking about AI right now. But AI isn't here to replace relationships. It's truly here to create more time for the relationship. What you should ask yourself is what can AI take off of my plate? Can I draft emails, organize notes, create checklists, build SOPs, standard operating procedures, and manage repetitive tasks? Because every minute you save on administration is another minute you can spend having real conversations, building real relationships, serving your clients. The future isn't humans versus AI. The future is humans using AI to become more human. Before we ask AI to automate our business, we first need to understand our business because AI cannot fix our chaos. It can only accelerate what's already there. So here's the challenge today. Pick one process in your business, document it, measure it, track it, then ask yourself: can this be automated? Can this be delegated? And can it be improved? As we approach the halfway point of the year, this is a perfect time to take inventory of your business and ask yourself if you're building something that can actually grow. Because if you want to scale and if you want more freedom, if you want to take a vacation without your business falling apart, you cannot do that without systems and practices. And I don't often bring this up in our 6 a.m. call, but today's topic makes it relevant. As many of you know, Lee and I recently launched our coaching business called Badass Coaching. We have created it because we believe accountability changes everything. If you're looking to elevate your business, improve your system, tighten your process, track your numbers, and surround yourself with people who challenge you to grow, we'd love to have a conversation with you. Because sometimes the fastest way to grow is simply getting yourself in the right room. So I'll leave you with this your business will only grow to the level of the system, accountability, and leadership behind it. The market is changing, it keeps changing, so make sure that you are too. Hope that you have an awesome day. Go make it a great one and reach out to Lee and I if you need anything.