making or receiving calls, approaching FSBOs, and working your Allied Resources. The bottom line is that script and dialogue proficiency builds confidence and that confidence leads to decisive action. A strong marketing-based, prospecting-enhanced lead-generation plan backed by script and dialogue mastery is the best formula for creating the greatest number of leads for your business.
MODEL THREE: YOUR BUDGET MODEL In our discussion of the Economic Model, we began with the premise that you need to understand where your money comes from in order to effectively build your sales business. Your Budget Model is about understanding what happens to your money between the time you
“In the past four years, I have gotten very focused on profitability. I now review my P&L almost every day.” Gregg Neuman Millionaire Real Estate Agent San Diego, CA Sales volume—$113 million
receive it (as gross revenue) and keep it (as net income). In short, it is about expenses or, more to the point, minimizing your expenses to maximize your net income.
COST VS INVESTMENT In reality, you probably would equate a budgeting seminar with a yawning festival. Right? Admit it. And you wouldn’t be alone. Most agents just can’t get their heads around the fact that a budget is a powerful financial-planning tool. They tend to see budgets as a necessary evil, more a record for income tax purposes and audits than anything else. I’m here to tell you this is wrongful thinking and, I hope, to change your paradigm, your way of thinking about budgets.
152
The Millionaire Real Estate Agent
