5 Daily Rituals to Grow Your Life and Business

5 Daily Rituals To Grow Your Life And Business Transcript

Dan Stewart (00:00): This is being broadcast live from Odessa, Florida. I am in the detached garage at my horse farm. So, welcome to the farm, everyone. I'm glad that you're here today. Now, as you can tell, this session is going to be interactive. I am going to keep my eyes peeled to this chat throughout the whole session. I welcome you to ask any questions that you have. We're going to dive in on those. What I'm going to teach you today is designed to be useful right away. So as soon as tomorrow, if you apply what I'm going to teach you today, you're going to be armed to generate listings in this crazy market that so many of us are in right now.

Dan Stewart (00:51): What I want you to do is tell me about your local market conditions right now in the chat. If inventory is tight, write tight. If it's insane, write insane. Use your own words. Tell me what's going on in your market right now. Tight, insane. We got them both already. Very cool. Oh, and hi Ronita from Spring Hill, I know you're part of the world. And John in Palmerton, PA, thank you for coming. Tight, tight, tight, tight, tight. 70,000 above asking is the norm now. Larry, thank you for that bit of info. Brian says multiple offers on dog houses right now, very cool. Arizona, best seller market in 15 years. And Gary in Columbus, hello. Glad you're here. Tight inventory, quick sales if price is right. Now, that's interesting. So Paul, and hi, Paul. Glad you're here.

Dan Stewart (01:47): I've heard agents say for years, if a home is priced right, it's gonna sell. That's the kind of thing that I hear in a market that's somewhat healthy or even somewhat less than healthy. In a market that says crazy tight, sometimes it can be priced incredibly wrong and still sell. Like we see the 70,000 above. Brenda's just saying tight, 100,000 to 200,000 over asking. That's absolutely amazing. Helen says if you want to sell, you better have a place to go first. Buyers okay with paying more. All right, super cool.

Dan Stewart (02:22): Joe says volcanic in the Bay Area, 100,000 over list. Too high over does not sell. Interesting, Paul, appreciate that. And John says I only handle commercial real estate in Northeastern, PA. Good inventory is the problem. So let's first acknowledge the reality that no matter what market conditions are, if you're going to thrive, you must adapt to them. That's a truth that's never going to change no matter what the market conditions are.

Dan Stewart (02:51): So my goal for today is really simple and clear. I want to outline for you five simple rituals that when you follow them daily, you will find yourself having more opportunity for listings than you expect even in today's market. Second, I want to provide you with a way where right now in the market you're in, you can probably find listings. That's something that I'm going to save to the end. So we're going to want to jump into that.

Dan Stewart (03:21): Now again, as we go through the content today, I expect this to be interactive, I'm constantly watching the chat. My goal is to provide as much value for everybody that I possibly can. And the best way I think to do that is inside this conversation. So I'm going to start today by sharing with you some beliefs that I have. And for those of you that I haven't met, those of you who are exposed to me, Dan Stewart, for the first time ever, this is a really great place to start. Because if what I tell you in the next few minutes doesn't make sense, we're probably not a great fit for each other, you're probably wasting your time if you don't agree with the next thing that I'm going to share with you. Okay, is that cool? I'm going to give you permission to leave if you don't think this next section makes sense.

Dan Stewart (04:11): So let's dive in. And thank you, Larry, I appreciate your cool there. That's how much I'm watching the chat. Okay, so my background, I am a serial entrepreneur. That means I see a problem, I have to fix it, and then somehow that turns into a business. So I'm celebrating now because my company, Happy Grasshopper, is 10 years old. I started this as a labor of love after selling my CRM company. The big pain that I had at my CRM company, was that everybody bought our system to send content. Almost nobody ever sent content. And the problem was they didn't know what to say.

Dan Stewart (04:51): So with Happy Grasshopper, we've solved that by hiring a staff of great writers who create the content. We put it on a schedule, we remind our members went to send it out. So we solved that big problem. That's allowed us to scale nicely as a company. Now, the thing that I need you to agree with me about is something very profound. It's very fundamental to the way I see the world working. And if you agree with this, I think we're going to get along famously.

Dan Stewart (05:21): So I want you to imagine for me right now a goal. We're going to set that goal right up here in the corner of your screen. And that goal is a amount of GCI. So what is that goal? Go ahead and tell me in the chat, how much GCI do you want to generate? Let's have some numbers here so we can make this work. 500,000, boom, first one up. And by the way, there's no right or wrong. Somebody might be watching this has been in real estate for 10 minutes and would love, love, love love if they could do 50,000, right? So 100,000, 200,000, 250,000, seeing all these different answers come in. All right, 300,000, here they come, boom, boom, boom, boom, boom.

Dan Stewart (06:04): So your GCI number goes right up here in the corner. And what we're going to do is build a staircase that allows you to climb from where you are, all the way up to the achievement of that GCI goal. Joe, I love the way you're thinking. Joe says 10 million GCI. Go, Joe, I love it. So let's use Joe's goal. If we're going to have 10 million in GCI, what has to immediately precede that? What do we need to accomplish right before we get that 10 million in GCI?

Dan Stewart (06:39): Obviously, we need the closings. The closings have to come before the GCI. So the thing you should figure out is, well, how many of those do I need to have to get to that GCI goal? That should be some pretty straightforward math. And I know we've got people from all over the country and Canada here today, so I'll just share the NAR stat that says average GCI per side is about $6,000. So if your goal were $60,000, and you get 6,000 per side, you need 10 transactions, pretty straightforward. So you need to do that math, you need to understand what that number of sales is that you have to have.

Dan Stewart (07:24): Now, what immediately precedes the sale? What has to happen in order for you to make the sale? You have to have an opportunity. You have to have a lead. You have to have that before you can possibly make the sale before you can possibly earn the GCI. Now, that's the next step down. And where do the best opportunities come from?

Dan Stewart (07:54): Okay, this is very connected to what we're going to talk about today. The very best opportunities, Joe, you nailed it, they always come from SOI, from relationships, people with whom you interact on a regular basis, people with whom you have influence. They are your very best source of business, those referrals. That comes from the relationships, and where do relationships come from? Where do relationships live? One place. Your relationships live in one place.

Dan Stewart (08:34): I like your answer, Joe. He says CRM. That's good. That's a place to store contacts for sure. And yet, that's not where relationships live. Relationships live inside conversation. I want that to sink in for a moment. Think about it. I've been married 25 years. Raise your hand in the chat if you've been married. If you're in love, if you're in a relationship, if you're a parent, if you employ people, if you have clients, if you have all of these relationships, let's just recognize that if we're not in communication with them, the relationship really does not exist. Think about that.

Dan Stewart (09:19): Now, as a real estate professional, there's something that's true. This kind of goes back to why we're called Happy Grasshopper. Okay, so first, you sell stuff for a living, I sell stuff for a living and therefore, a good portion of the world regard us as insects. We're just a pest. We're just selling things.

Dan Stewart (09:40): Now, obviously we don't feel that way about ourselves, and most of the clients who love us don't feel that way about us either. As a real estate professional, you have made a profound impact at various points in the lives of the clients you serve. That is not something to be disrespected in any way, shape or form. And yet, it often is. So what do we do as these real estate insects? We spend a lot of time with a single client through the course of a transaction. And then we hop out of that relationship on to the next one where we spend a lot of time and then we hop from that one to another one, and so on and so forth. We're always hopping in and out of these really intense relationships called real estate transactions.

Dan Stewart (10:29): And until and unless we have a plan to communicate with people on an ongoing basis, that demonstrates we care more about the relationship than about commission, we're really setting ourselves up to fail. That is something I believe that's a fundamental truth, because I've seen it firsthand in my life over and over and over again. Whenever we keep an eye on maintaining quality relationships with people over time, we tend to find things get easier over time. Our database, our relationships, the people inside our database with whom we regularly communicate with, can protect us from anything that can happen in the market, period, period.

Dan Stewart (11:18): So if we've got a roaring market, and anything that's listed is sold instantly, it may seem like oh gosh, it's not as hard to make a living as maybe it was in 2007, 2008, if we go back that far. And yet, if you're struggling to find listing inventory right now, it's almost certainly because you haven't done the job you need to to regularly communicate with people in your life, the people who actually know you.

Dan Stewart (11:48): Think of it this way, the agents who are taking listings in today's market conditions, they're not getting those from new listing leads. They're getting them from referrals. That's where they're coming from today. And so, if you want that referral, you have to have the relationship. To have the relationship, you have to have the conversations. You have to have those. So then how do you start conversations? You start them by asking questions. So let's complete that staircase together. We start by asking questions. That allows us to have conversations. The conversations allowed us to build relationships. The relationships allow us to generate referrals. Referrals are the very best opportunities. We have to have the opportunities to close the transactions to reach the big goal, that big GCI number that we set for ourselves. Now, each one of those steps along the staircase has some math associated with it. So that GCI goal that you started out with, if you pare that all the way down, you can calculate well, how many conversations do I actually need to have? How many questions do I need to ask people so that those conversations actually take place?

Dan Stewart (13:02): So that takes the achievement of your goal from being something that's hard to really wrap our arms around, hard to really understand and comprehend. And it makes it something that's extremely schedulable. You can calendar, I'm going to ask so many questions per day. You can calendar, how many people you're going to reach out and engage with every single day. And the purpose of this webinar is to give you not just the concept of how to do this, but to actually provide you the structure, the means and the content for you to be able to say these things. So are you with me? Give me a big thumbs up. Give me a yes. Let me know whether or not this makes sense. And if it doesn't, again you're welcome to jump off. Here we go. Yes, yes, yes, yes, yes, yes, yes. I love seeing all these yeses pile in. Thank you. Thank you for saying that. Gary, I love it. He says absolutely. And so Brian gives me an actual thumbs up. That's cool. Tara says yes, all caps with an exclamation point. I love it. Thank you.

Dan Stewart (14:08): And I'm watching the attendees list too. Not one person has left yet. So it seems like we're all here together for the same reasons. Now, what if I were to ask you to do something that would require a little bit of discipline, and yet would absolutely work, would absolutely solve this issue, and would absolutely allow you to get listings in today's market conditions? Would you be willing to do that on a scale from zero to 10, tell me how willing you are to exhibit that discipline to get those results. 10.5, love it, 10, 10, eight, thank you for being honest, eight, eight, 10, 10 million, zero to 10, she goes to 10 million.

Dan Stewart (14:56): Okay, so the truth is that there are always things we could do and there are also things that we just never get around to. So the difference between looking back at your life, not just today, not just tomorrow, not just this year, but your entire life, as you're looking back, you're going to feel this sense of, did I accomplish what I set out to? Do I live with a sense of fulfillment or not? So often, there's some internal work that needs to be done that has to be completed before we develop the momentum that allows us to exhibit that discipline every single day. Does that make sense? You've probably said, "I'm going to lose weight in January.", and you forgot about it by the middle of the month. You probably said, "I'm going to eat healthy." You probably said, "I'm going to work out." You probably said, "I'm going to save money." You probably said, "I'm going to invest in this thing that's good for me." And what you have is a lifelong pattern of things you thought would work, things you really meant to do. And yet, for some reason, they didn't happen.

Dan Stewart (16:11): Can we be really honest with each other? Can you relate with that? Do you have that in your history, as I do in mine? Can you give me a yes, if that's the case? Yes, yes, yes, yes, yes, of course, of course, for sure. I mean, that's a very human thing. So we have to understand that going from where we are to where we want to be, from, oh, there's a path I can follow to actually achieving the end goal, well, it's not enough to just have the map. You have to have the energy, you have to have the desire, you have to have the willpower to take step after step after step, day after day. And sometimes life is going to get in your way.

Dan Stewart (17:04): Sometimes things will happen that make it harder than other times. So there's a way through this maze, there's a way past these stumbling blocks, and it's accessible to absolutely everyone, and yet, few of us will actually do the thing that makes the difference. So the recommendation that I'm about to share with you is something that my mentor asked me to do when I was in my early 20s, and I resisted it. I thought it was silly, and I did it anyway.

Dan Stewart (17:40): Are there things that you've been taught in your life that didn't initially make sense? And yet, you did them for a little while and now you look back and you go, "Wow, that was actually really, really important." This is one of those things. It was absolutely one of those things for me, and it's the very first thing that's necessary for you to go from where you are to where you want to be.

Dan Stewart (18:05): So item number one, this should become your daily ritual is to journal every single day. Do you have a journal now? Tell me if you do. Give me a yes if you have a journal. Yes, yes, for 40 years, some noes and noes and noes. Okay, Maya says a blog, a blog is not a journal. I want you to think of a journal as a conversation that you're having with yourself. Our brains are these marvelous things. It's amazing what our brains are capable of discovering. But it's amazing what they're capable of coming up with, if we ask them the right questions. And there's a famous writer, I'm struggling to remember the quote, he wrote that, "I don't know what I think until I write it down."

Dan Stewart (19:04): That's always struck me as being a truth because some of us will start this process of journaling, and we won't get very far with it, and we'll struggle with it like I did initially. And then if we start to just see it in a slightly different way, sometimes that makes all the difference. So for me, viewing my practice of journaling as a conversation with myself has been super helpful. Now, within this concept of journaling, there are some hacks, some tricks, some tips here that I can give you that will help you.

Dan Stewart (19:41): So first is just whatever it is that you're journaling in. I use a device called a remarkable. I love this because it's backed up online. I love it because it's searchable. I love it because it's just fun and it's techie and it's geeky. And all of that just makes me tingle. So my personal personality loves this. Now back here on my bookshelf, in fact, I don't have to walk very far, I have literally dozens of Moleskins that are completely filled out with years and years and years of thinking and thoughts and hardships and struggles and all of them overcome over time.

Dan Stewart (20:24): So there's something that you do in the process of journaling that makes, that allows these connections to develop, like there's a difference between our conscious mind and our subconscious mind. And when we journal, we're giving an outline of what our subconscious mind gets to work on for us. There's a tip that another mentor of mine gave me early in my career. And it was to write your journal at the end of the day, literally from your bedside. Sit down, write down those thoughts. Ask some questions. It's a good time to look at the next day ahead. And then you go to sleep and your brain does this work while you're sleeping. It makes these connections that our conscious mind sometimes never will.

Dan Stewart (21:16): So I'm going to give you some hacks now for your journal. Hack number one, keep it by your bedside, be ready to journal there. Hack number two, three categories of content that should go in your journal every single day. Health, wealth and growth, health, wealth, and growth. So I'm going to stand here before you and just be Dan Stewart, human being. I'm not going to be fronting here. I'm not going to put on airs. I'm not going to try to pretend for you that I'm anything other than what I am. There will be zero faking it until I make it here in this next portion.

Dan Stewart (22:00): Health, I'm 50 years old. COVID has not been particularly kind to me. Thankfully knock on wood, I haven't been infected. And yet, I'm not as active as I was. I really enjoyed getting on a plane twice a month and flying around the country and talking to live audiences. And that is something about that whole rhythm and the adjustment from that rhythm, it's been a lot easier, it's been very easy for me to eat more than I should and to exercise less than I should. So that's something that I need to record in the journal. I need to write that down. I need to let my brain think about that so that I can make those connections between the person I want to be, the reality, the experience of being me that I want to have, and the present reality of where I am.

Dan Stewart (22:54): It doesn't mean I need to beat myself up about it. It just means I need to acknowledge. So I would write something in my journal along the lines of, "Today, I walked for two miles. And at the end, I felt energized. And it was good. It was nice, the sun was shining. It gave me time to think about some things. And at 4:00, I had a slice of cheesecake before dinner, and that probably wasn't the smartest thing." Your journal is a place to just record it, not a place to eviscerate yourself about it. Trust me on this, just write it down.

Dan Stewart (23:30): There's a mechanism that's going to go off here where you're going to catch yourself writing it down for a period of time, where it becomes internally unacceptable to write the same thing down again, like your interior sense of who you are, your blueprint for how you exist in the world will not accept that reality any longer. And suddenly, you'll have the momentum to change it. That requires you to write things down.

Dan Stewart (23:57): The next category, wealth. My friend, Ben Kinney, and give me a what's up or something in the chat if you love Ben Kinney. He's got this great podcast called Win Make Give. And he ran a whole financial series there last year that's super great. He's got wonderful content that can teach you exactly how to calculate your net worth, and that's something that you should keep an eye on. If I were running or biking, I might write down my times. If I step on a scale, I write down my weight. Well, in my financial world, I want to write down my wealth. Did my net worth improve this month, this day, this week? What have I done to move in the right direction? Again, your internal sense will only let you stagnate for so long before you have to push yourself in towards more growth. So each of these three sections, health, wealth and growth, they're all there for very purposeful reason, where you're purposely catching yourself. You're purposely writing down your progress on a daily basis.

Dan Stewart (25:09): And that brings us to growth. Now, there are a lot of things by which we can measure growth. And at my stage in life, the one that means the most to me is contribution. The place where I feel like I'm growing the most is by helping other people. So thank you to each of you, you're helping me feel good about my own personal growth, by allowing me to share with you things that have worked very effectively for me.

Dan Stewart (25:37): So we've now covered the first daily ritual of journaling, very, very important thing for you to grasp, very important thing for you to embrace, very important thing for you to do on a daily basis. So Dan, what if I don't do it for a day? Is the sky going to fall? Is the earth going to collapse beneath my feet? Will this ruin everything? No, it won't. And stop being so hard on yourself. It's not about doing all the push ups you're ever going to do right now. It's about beginning to adopt a new habit and a new way of thinking about what's important in your life.

Dan Stewart (26:15): I'm going to guess that nearly all of us have showered today. Nearly all of us have brushed our teeth. Nearly all of us have put on clean clothes. This practice of journaling needs to be something that's just as daily a part of your rhythm as those things would be. So does that make sense? Any questions about journaling before we move on?

Dan Stewart (26:36): And welcome, Jason, glad you're here. Oh, and thank you, Brian. He writes the quote I was thinking of is from Flannery O'Connor. He said, "I write because I don't know what I think, until I read what I say." There's some truth there. Yeah, Mary, it's definitely humbling, it can be, and it's so important. So I don't see any questions coming in about journaling.

Dan Stewart (27:02): We're going to move on into the next step of what we do on a daily basis in order to create these results for ourselves. So journaling is about the interior work. There's some exterior work that's very closely related to this process. We've just gone through. We've journaled, we've had this internal experience. The very next thing we need to do is set a goal for that day. It's very important that this particular goal be something you can achieve this day, and then immediately take steps towards achieving that goal.

Dan Stewart (27:38): Because what we're doing here, by setting a goal that's reasonable for us to achieve in this timeframe, is we're teaching ourselves that we can trust ourselves to do what we say. That might sound absurd to some of you, the idea that we have to teach ourselves to trust what we say. And yet, again, I'll just be Dan here, open and transparent in front of all of you, there are things in my life I have meant to do, I have intended to do that I have not done and working on this muscle, where when I say to myself, when I write it down, I know I'm going to do it, and then I have the experience of actually doing it, it greatly increases the sense of self confidence that we experience. And we need that to walk this path to achieve those ultimate goals.

Dan Stewart (28:32): So set a goal and take a step towards achieving it, super, super important to do that. We're all clear. That's simple. We shouldn't have lots of questions about the process of journaling, the process of setting a goal and taking steps towards achieving it. So now, the next thing we do, okay, and this is where we're going to make a transition in the content right now, because what I've just covered is really internal stuff. Now we're going to turn this to external stuff. So what if that goal that you set for yourself today was to take the actions that would lead towards getting listings today? How awesome would that be? Who would be willing to learn what you have to do to take a new listing today? Practically everyone, practically everyone. So here's what I want you to do and make this a practice every single day. Call three people and express sincere gratitude to them. Express sincere gratitude.

Dan Stewart (29:36): Now I'll let you write that down. The reason that you want to do this is as much for them as it is for you. If you call one of your past clients, and you say, "You know, I was thinking about you today, and I just wanted to reach out and tell you how wonderful it made me feel when you thanked me for the work that I did for you. I really appreciate that. I just wanted to let you know it made an impact on me." What are they going to say? They're going to cover you up with how awesome you are. That's going to be the kind of response they have.

Dan Stewart (30:15): So I'm just giving you one example here, you need to sincerely express gratitude to them so you can't just use that as a script. You have to think about what is it about this person that I'm grateful for? When you sincerely express that to them, you're giving them a gift. You are making the world a better place by sharing that sense of positivity with them. And what are they going to want to do? They're going to want to reciprocate. When we do nice things for other people, other people are inclined to want to do nice things for us. And this is where that expressing sincere gratitude gets to shift into building an opportunity to generate listings.

Dan Stewart (31:00): So we reached out to thank them for this. We have that chat. We've reestablished rapport. And then we ask really smart questions like, "So I was wondering, do you have any neighbors who are considering moving right now?" I'm really curious, do you know anyone who's considering moving? That kind of a statement is going to get their brains thinking about who they know that's ready to move, rather than asking them for a referral. Key thing here is that, when you ask someone for a referral, they often don't know what you mean. Another real estate agent will know what you mean, and yet, a general consumer, a general client on the street, if you ask them for a referral, they may not understand what you mean. If you ask them if they know anyone who's thinking of moving, they instantly know what you mean. And they're much more likely to reciprocate, much more likely to provide that person's contact information for you.

Dan Stewart (32:03): So if you do that three times per day, you're going to discover a great new wealth of internal fortitude as the process goes on. So think about what we've covered so far. Our internal process of journaling, stepping slightly to the exterior by setting a goal and taking steps towards achieving it, and most importantly, a goal that we can absolutely achieve within that day. That's important. And then we're reaching out to the outside world. We're expressing sincere gratitude, and understanding that we're going to lead the conversation in a direction that's going to help us get listing.

Dan Stewart (32:42): Those conversations that we have, when we're reaching out to those people, they're magical. They're absolutely magical, because you cannot, you just cannot make those calls without having people tell you how great you are. Thank you so much for reaching out. It's so great to hear from you. You've got this wonderful conversation now that you didn't expect to have, your energy level, your eternal positivity, your sense of where you fit in the world, and how you're capable of helping other people, all of that gets fed by that experience of making that call. Super, super fun thing to be able to do. So I love to share this concept with everyone, because if there's anything that's been true in my life, it's the idea of having this internal growth that had to happen before the external results showed up for me. Maybe you can relate to that, maybe some of you are on the call right now. And sure, the idea of having X number of transactions or Y amount of GCI, it feels great. But you might not actually believe that you can get there. So this whole process, these five daily rituals are designed to help get you through that internal growth so that you can have the external results.

Dan Stewart (34:08): So I've saved the next one, my very favorite one for you, is next, and that is to make a stranger smile. This should become something you get to do every chance you can. Any encounter you have with a stranger, if you're, paying for groceries or you're paying a tab at a restaurant or you walk in and you're greeted by a host or hostess, all of these are opportunities for you to engage with someone in a way that causes a positive interaction.

Dan Stewart (34:43): There are several reasons that I feel this is important. First is because you really do sincerely make the world a better place every time you can make someone smile. We all need that. We all need that sense that everything's going to be okay and a smile is a great way to communicate that. So when you can cause someone to have that internal reaction, where you're pulling them out of their rut, you're breaking their day to day grind and you're giving them this moment of surprise and delight, that is an incredibly powerful thing to be able to do for them. And even more so, it teaches you something you can do about yourself.

Dan Stewart (35:25): All right, so I know we have a wide variety of people attending today. And I know that some of you, perhaps like me, you got to go back 30 years to the start of your sales career. I can remember what it's like to be absolutely terrified. I can remember what it was like to know that I needed to have a conversation with people that I didn't totally feel prepared or ready to have. There is always internal growth that has to happen to allow that external success to show up. So that's what these activities are all designed to do. And I'm just going to run through this with you again, from top to bottom.

Dan Stewart (36:13): So we're going to start the process of journaling. That is number one, journal. Number two, what are you going to journal about? Well, you're going to journal about your health, your wealth, and your growth. Number three, you're going to set a goal and take steps towards achieving it. Number four, you're going to reach out to three people who know you, and express sincere gratitude. And then number five, my favorite one, always save the best for last, is make a stranger smile. So every interaction, holding the door for someone, making them smile, being that bright, shining light, being the kind of person who is regarded by others as someone who is a delight to be around, paves a wide road for growth in your sales career. It absolutely does. So I would strongly encourage you to adopt those techniques.

Dan Stewart (37:09): So those are the five rituals that I ask you to adopt. And I haven't shared the reason why we use the term ritual. I love the term ritual, because it's not just an activity. It's not just some thing you could do. It's something sacred. It's something powerful. It's something that goes beyond simply checking off an item on a list of tasks, and it can become fundamental to who you are, and how you face the world.

Dan Stewart (37:42): So that covers the five rituals. Thank you very much for allowing me to walk you through those. I promised you earlier in the session that I would share a way for you to get listings in your market that you might not expect. That's what I'm about to share now. So we've covered the five rituals, now we're going to talk about a place to find listings. So in pretty much any market around the country, there's a band of value, of property values in which most of the transactions take place. So there are other bands of value. And there's usually fewer transactions in those other bands. So for some of you, this might mean rural property. For others, it might mean extremely high value property, like if you're used to doing transactions in say, the 300 to 500 range, and you look at the transactions that are taking place above 1 million, that might feel like an uncomfortable place for you. And yet there's opportunity there now. There's less transactions taking place. There's less buyers for those homes. There's still people who need to sell, so those are very good areas to look at.

Dan Stewart (39:04): And Brian, thank you for posting this. He's popping a list. We've prepared a checklist for you, where all of these things are clearly laid out exactly what you need to do each day, all laid out described there for you. And all you have to do is click that link that Brian has just put in the chat now, and that's where you can download that.

Dan Stewart (39:27): Now, in the time that we have left here, I'd like to give those of you who'd like to take a look with me an opportunity to see the software we've built at Happy Grasshopper that allows you to fulfill those functions. So I'm going to give you just a moment here. If you've got any questions about anything I've covered, please feel free to put that in the chat. I'll be delighted to answer those questions. And I'm also going to invite anyone who's interested to see our software and how we actually help you do these things to hang out with me now. And I'll show you how this all fits together. So let me go ahead and turn my screen share on.

Dan Stewart (40:22): Okay, so you should be seeing my screen now and I'm logged into our service by Happy Grasshopper called Chirp. Now what chirp is, it's an annual communication plan for your closest contacts, your sphere and your past clients. So think about all the different people that might be in your database. These people absolutely know who you are. The people that should be in Chirp absolutely know who you are. And further, I always ask myself, not only does this person know me, but do I like them? I want to have the very best contacts in Chirp because our content is so effective at producing conversations with them.

Dan Stewart (41:05): So what Chirp is, is a system by which we send email, voicemail drop, and text messages. And of course, you also have the option of sending handwritten cards. And we do this in such a way where you're on an automated communication plan, the content is scheduled in advance, you choose content when we notify it's time to pick a message, and out the content goes. So there are 17 emails, 12 ringless voicemail drops and 12 text messages, per contact per year, that are part of this plan.

Dan Stewart (41:43): And I see there's some chats here, so I'll pull that over here. Oh, Mary, you're so welcome. And Larry, I love it. Thank you for saying this. I really appreciate this. Larry is a client of ours, and he says, "Your software's freed me to be good at the things I'm good with. I'm a content creator, but by using your HG timeframe and content, I'm more free to be constantly active." You're so welcome, Larry. Thank you for saying that. I appreciate that.

Dan Stewart (42:10): So what you're seeing on our Chirp dashboard right now is what's coming up. We're communicating to you so you know what's going on in the database like your quarterly lead harvesting, holiday message coming up. Here I've got an email do for sphere and past clients. So scrolling down, you'll notice that I load these tasks that described to you, these rituals are in my path every single day. They're all right there for you. Now here we see contacts with revaluate score above 80. This means that these contacts are highly likely to move right now. So anybody in your Chirp database that has a revaluate score above 80, we're going to notify you here on the dashboard. And you see by these scores, these two people are highly likely to move within the next six months.

Dan Stewart (43:04): So let's take a look here at some of the different types of messaging. So when I click on Send by Audience, we're loading content here for email. So once every three weeks, we notify you it's time to choose a message. Or of course, you can set it to where the content selected for you. And it just goes out automatically. Either way, we ask you to rate the messages. So some messages you might not like as much as others, and that's totally fine. It's totally okay. So here, we've got some categories. You see real estate, fun and friendly for the rest. You want to keep in mind the people who are seeing these messages are people who know you. So this one reads, "I just read an article about how people are planning to reemerge post COVID. And I can't stop thinking about it. Do these stats surprise you? 45% of us plan to speak with our families more frequently. 43% intend to speak our minds more truthfully. 42% will take more vacation time once it's safe to do so. Can you guess the one that's on my mind?"

Dan Stewart (44:11): Now, it would be totally inappropriate for me to send this to an IDX lead, a Zillow lead, a web search lead. That wouldn't make sense. And yet for my past clients and sphere, this is exactly the kind of thing that creates engagement. So you may have read that message and said, "Oh, I wouldn't send that one." Well, here's one maybe you would. So there's always a variety of content. And you see here these messages expire Friday, and we'll load a whole new batch in there to be ready for our members. So this is like the baseline rhythm. 17, once every three weeks, non salesy messages are great for setting expectations with them that you care more about maintaining a relationship than you care about generating sales. So critical for you to understand that, but with voicemail and text, that's where we can do things a little differently. Like here, you see we've loaded these quarterly lead harvesting messages. For example, I'll preview this one. "Hey, it's me, Dan Stewart, I'm reaching out, I can really use a favor. Please give me a call when you have a couple minutes. Okay? And no, I'm not going to ask you to list it. Don't worry about that. Just give me a call. I've got a quick question for you. My number is 727-533-5175."

Dan Stewart (45:34): So I record that voicemail once just by clicking this button. And then it's ready to be sent out to my contacts at the right interval. We have all these different messages ready to go. You choose the holidays you want to send messages about, we create the content there for you, and it's ready to go. So very similar with text messaging, you'll see we've got messages loaded here. This is one of my favorite messages in the cycle. It's a birthday message. "It's Dan Stewart, am I the first to wish you happy birthday this year? I hope so. You have any plans?"

Dan Stewart (46:11): If we know each other, and I send that message to you, you're going to respond. We're going to have a conversation about that. And then of course, I'm going to be wise enough to ask you if you know anyone who might be thinking of moving, "Hey, do you have any neighbors or maybe thinking of moving? I would love it if you did. That would be awesome." We can chat about that. So voicemail and text, we set it up there where you go through, you approve the content, then it's on a schedule, and it just goes out. It happens throughout the year. It's super, super easy to do this and it's super easy to deploy this program.

Dan Stewart (46:48): So I'm going to show you the page to do that right now. It's happygrasshopper.com/meetchirp. And you'll see that there's a webinar here. Our data says that for every 100 contacts you're sending this content to, you should find there's about 12 transactions per year based in that content. So let me scroll down here. You'll see there's all sorts of great examples here. This is an example of a non salesy email. Our member Randall Martin sent this back in September. And he got this amazing reply. Are you able to give me an idea what you could list for? And then he got another reply just a half an hour later. So Randall tells us, we sent one email that represents $1.5 million to $2 million in opportunity for him.

Dan Stewart (47:43): So hear me really clearly here, guys. I mean, the money we charge for this is hardly anything. That doesn't matter at all. What matters is that you show up as the kind of person in their life that cares more about maintaining the relationship than cares about selling them anything. This email reads, "Did you see this? Blockbuster's last store is now an Airbnb rental. They set it up with '90s furniture, TV, VCR, and all the movies you can rent for $4 per night. Call me crazy, but I actually kind of love this. It makes me wish they paid more attention to Netflix and pivoted sooner. Speaking of real estate changes, do you know anyone who's thinking of moving, or even someone we could convince to move if they got enough money for their home?"

Dan Stewart (48:29): So that kind of message is totally inexperienced, totally, totally inappropriate for a brand new lead that doesn't know you, and perfect for people who do. So I see there are people commenting in the chat, Larry, I love this. He says, "My experience right now is 38% of the people in my database respond to everything." And he writes in all caps, CRAZY GOOD, which is cool. I love it. And John, thank you. I love it. He says he's just made an appointment with us. So that's fantastic. I mean, we'd love to go through and help you figure out how we can help you achieve great results with the people in your database.

Dan Stewart (49:09): Now, with Randall here, I do want to point out, look at this open rate, 53%. He's not sending to millions of people. He's sending to 198 people he actually knows. People are going to go, "Oh, it's Randall, he's reaching out. Cool, what's up with Randall?" That's who this type of content is right for. We have members who have things like 10,000 old Boomtown leads that never converted that have been collecting in a storage room somewhere. Well, we can breathe life into those too, but that Blockbuster message isn't what's going to make that happen. So if you need our help resurrecting old leads or if you're a broker, maybe you need our help recruiting agents, retaining the agents that you have, we can absolutely help you with those things. Please just do what John's done and go ahead and book an appointment with us.

Dan Stewart (50:05): So that's a really quick tour here, guys of what our system is all about. It's simple and easy to set up, it's really thought through. It's a very effective system. And yet, this just scratches the surface of the value that you have in your database, so really securing those communications with your past clients and sphere. That's stage one. Knowing that the right content to catch and convert the leads you're generating is stage two. And then for those of you who need help recruiting and retaining a population of agents, that's really stage three. And those are the three things we do for our members that are very effective.

Dan Stewart (50:45): So Brian, I see you've just posted a link there, happygrasshopper.com/tour. Thank you for doing that. That is the right place to go to book a tour with us. So Guy, James, Jason, Jerry, Jimmy, John, I mean, the list goes on and on and on, thank you for being here. I really appreciate your time this afternoon. It's been a sincere privilege to get to share with you what I found to be the most effective path for me. And I'm a guy who was raised, like many of us, in an environment I did not love. I didn't even like it. I didn't have a lot of advantages. I did have the great good fortune of connecting with mentors early in life that allowed me to leave the past in the past, and to walk my own staircase, from being a kid who couldn't afford to eat to being the founder of multiple multi million dollar companies. I promise you, whoever it was who said you had a 10 million GCI goal, if there's anyone out there earning 10 million in GCI, that's proof that you can earn 10 million in GCI. It can be done. And the way to get there is to walk that path that I've laid out for you.

Dan Stewart (52:03): So again, sincere thanks for joining me today. I really appreciate. I'm going to check the chat here. Are there any last questions? I'm happy to answer those. Tara, you are so welcome. And wow, I must talk to you just to learn how to pronounce your last name. Oh gosh, I'm tempted to give it a try. But I'm going to go ahead and guess you're Italian. That's a given. So, Tara, thank you for coming today. I appreciate it. Julian, glad you're here. Thank you for attending. So you guys go have a great afternoon and I will look forward to connecting with many of you soon. Have a great afternoon. Bye.