Scott Benson: All right. So, if I ask you something, have you ever noticed how people naturally gravitate towards winners? They are not perfect people. We don't gravitate towards perfect people because they don't exist. The truth is in every market, good, bad, sideways, there are always wins. And the agents, investors, and professionals who talk about those wins get more of those wins. And everyone gets attracted gravitates towards those agents. So you guys just did it in reverse engineering. We just proved the fact that the people that you gravitate towards are people that are winning in their marketplace. they are you're gravitating towards them. So if we are not that person in our own business, we are not going to win in this market and we are not going to attract people that want to work with us in this market. Okay. So core idea wins create momentum. People don't follow effort. People don't follow effort. So like if you were talking about the fact that like you're waking up and you're working today and you're working that's good.
Scott Benson: That's good. And there's there's probably some optics around that that are positive. But if you're not actually sharing your wins, you will not attract the same amount, you will not draw in, you will not uh bring in the same amount of clients that you otherwise would. So when you share wins, you build credibility, you create trust, and you trigger opportunity. Simple reality is if nobody knows you're winning, it's almost like it didn't happen. Just like Steve and Ryan's example, like they just talked about a win, but nobody knew about it until they told us. So it is if in effect like it did not happen. If you can actually talk, I'm just talking about social media here. I'm talking about everywhere you go. This is not in a braggadocious way. This is just simply talking about your industry and the fact of like, ah yeah, you know what? I just sold two properties off market. So the next time Ryan says, someone says to Ryan, hey, how's the market?
Scott Benson: You say, well, for me, the market's great right now. I just sold two properties off market and um I've got 10 listings coming to market, some aggressive price points. So yeah, I'm rocking and rolling. Everything's everything's really really going well in my world. Like are we going to gravitate towards him as the agent versus how's the market, Ryan? It's it's rough out there. It's you know what, man? I got stuff is sitting. I can't move it. It's I'm working on price points. It feels like the you know, you just can't get to the right price. It's always going lower. like naturally we're not going to gravitate to that agent. We're going to gravitate to the first agent. Okay. So, why this matters in today's real estate market? Some people say it's slow. Some people say rates are too high. Some people say the deals aren't there. But we are going to be the agents that say, "Yeah, we're closing deals. We're finding creative financing.
Scott Benson: We're negotiating better terms. We're helping motivated sellers and buyers." The difference isn't just skill. It's visibility of the success. Okay? So that's what I'm asking you to do today. So after today's call, you're going to pick a win. You're going to pick two wins. You're going to pick three wins. And that's all you're going to talk about with regards to real estate. You can you can share it with your spouse. You can share it with your kid. You can share it with, you know, somebody that you work with. And then when you go to the gym, and then when you go home, and then when you um pick up your kid from school, share with another parent. And all of a sudden, it's like, whoa, that guy Jeff's winning right now. like that's somebody that I gravitate towards. Okay. Psycho behind it is it signals competence. So when you are sharing your wins, it signals competence, confidence and safety.
Scott Benson: The consumer hears that you are not only competent, you're good at what you do, but you're confident in what you do and therefore they feel safe when they work with you because it's like, okay, well, you know what? I've got Jeff or I'm using Jeff an example right now because he just spoke, but I've got whoever it is and I feel like I'm in good hands. Like I know that that he's gonna get the job done because he's the guy that's winning right now. Everyone else is talking about their losses. He's talking about his wins. People think this, if they're getting deals done, maybe they can help me, too. I'm just going to say that one more time. When you share a win, what actually people think is that guy's getting deals done or that that lady is getting deals done. Maybe they can help me too. By the way, who knows that just throw me out an emoji. Who knows the success rate is significantly higher when you're the second agent on a listing?
Scott Benson: Just throw in an emoji if you get that right. You know that when you are the second agent, you're you're so much more likely to sell that house. Why is that? because the first person has gone through the muck and the mire and now they're going to someone they feel really safe with. So sometimes that first agent is like that friend from high school or that first agent is like, well, you know, I had to use him. My brother-in-law recommended him. I didn't really know who he was, but he was close to the family. I had to use him. The second agent is usually the winning brand in the marketplace. You'll find that often, right? It's the big brands. It's the mega teams. It's the the the dominant agent in that postal code. That's who tends to get that second uh listing opportunity. And it's because that consumer said, "You know what? I went with kind of my knee-jerk reaction or I went with a recommendation,
Scott Benson: but now I'm going with the person I know is the winner. I'm going with that person." And you guys all know who that is in your own postal code, in your own region, in your own area, and hopefully you're affiliated or a part of or that person. All right? So, social proof. When you share wins, people assume others are working with you, right? That's fair. So, like if you're not sharing your wins, you might be working really hard, but maybe people just assume like this guy's working. This lady's working her tail off, but maybe they're maybe there's no clients there. Like maybe they're just door-knocking for days on end, but no one's working with them. So, when you share the win, it changes the optic. It's like, no, no, no, others are working with them. This this person is actively working with consumers. And it also shares social proof that they must be good. Immediately the mind says, "Okay, they're actively working with other people and they're good at it." Okay,
Scott Benson: so what counts as a win? Wins are not just closings. Okay, so not some big $3 million house that just closed. That's not that's not that doesn't count as the only type of a win. Here are some examples for for you. You got a property under contract. That's a win. You negotiated a great deal. Could be conditional. That's a win. You have to share these wins. People have to know about your wins. You found a creative solution. Maybe you got an extension on closing. Maybe you got a very light deposit accepted. Um, what if you had three great conversations today about real estate? That's a win. I had three great conversations with my buyers today. I had three great conversations with prospective sellers today. I had three great conversations with agents that are going to be bringing buyers to my house today. Those are wins. So wins equal progress plus plus proof.
Scott Benson: That is what a win is in any definition of the word. A win is showing progress plus the proof that that progress is coming to fruition. Okay, we're going to wrap this up. I got two minutes left. I'm on track for time wise. Where to share your wins. Hey, everybody knows conversations with friends and family, text messages, social media, Facebook, Instagram, WhatsApp, phone calls, networking events, church, community groups, sports groups. Everywhere you go, someone is going to naturally ask you about the markets. How is it going? The last coaching call was, "We're always going to say the market's great right now because I am a dominant winner in the marketplace." And this coaching call is sharing the win. So last coaching call was we're going to tell them that we are a winner in the marketplace. We are a top agent in the marketplace. And now we're providing the details around why or not why but what we are winning at. What is the win? That is the challenge.
Scott Benson: Okay. So how to share wins without sounding arrogant. State the win. Just help the family lock in a great deal. Add context to that win. Okay. So again, state the win. Just help the family lock in a great deal. Add context in a market where people think nothing's moving. Don't you love that? I I I love that framework. So again, I just helped a family lock in a great deal. In a market where people think nothing's moving. Sorry, I had a phone call come in there. Always throws off my screen. Okay. Keep it human. They were stressed, but we made it happen. Okay, so I'm going to give you four points right now. You you can watch this as recorded afterwards or you can jot this down. First was state the win. So the win was we just helped a family lock in a great deal. Number two is you add context.
Scott Benson: By the way, this is like your template for every social media post right now. This is your template for every text message. This is your template for every WhatsApp message, for every conversation you have. Number one, state the win. Number two, you add context in a market where people think nothing's moving. I'm winning in a market where people think everyone's losing. That's what you're saying. I'm winning in a market where every everyone thinks people are losing. Number three is keep it human. So, so draw it into a human reaction. They were stressed, but we made it happen. Okay. So, number three is keep it human. And number four is the optional call to action. And I'm going to say almost a mandatory call to action. And that could be as simple as if you if you know anyone looking, I'm happy to help. Or I prefer this. We should just do what I did for them for you. That's my favorite call to action.
Scott Benson: You're you're using an anecdotal storyline, a win, and you're literally just saying to them, "We should just do the same thing for you. I just did that for this guy. I just did this for Bob, and it was a huge win. We should just do the same thing for you." Uh Ryan just said just said, "Uh, I sold two houses off market and I reached out to an agent and he brought in some buyers. When I list your properties, we should just do the same thing for you. I'm going to go find these agents off market or these buyers off market and we're going to bring in some offers and if they if you don't like the number, we'll take it to the open market. I'm going to do the exact same thing for you." Steve just shared with us he um he's working with a buyer and a seller who's super motivated. you can tell is going to come into the um some deals with that person like they're at the right numbers, etc. Mr. Buyer, I've got a motivated buyer over here.
Scott Benson: He's about to pick up a great deal. I'm sourcing out great deals because he's he's got a number in mind that's reasonable. He's ready to rock and he's got a property to sell. We should do the same exact thing for you. We should just put me on the same PL path. I'm going to rock it out for you. I'm going to find you that deal at that number. We'll get your house sold. We're going to do the exact same thing for you. Okay? So, number one was state the win. Number two, add context. Number three, keep it human. Number four, optional call to action. So again, softer would be if you know anyone looking, I'm happy to help. If you know anyone that wants this type of a win, I'm happy to help. It's too soft for me. I'm more aggressive. I want to go I'm going to do the exact same thing for you. Let's do exactly exactly what I did for Bob, I'm doing for you.
Scott Benson: Okay. Be grateful, not braggy. Super important. Hopefully I'm not sounding braggadocious today. I I just want to sound pointed and winning and I want to be consistent, not occasional. So, if you're doing this once today and then you don't do it for the next two weeks, don't expect massive results. But if you did this every single day, by the way, you're going to change your day. You're going to be a more joyful, more positive um you know, outcome at the end of the day. So, be consistent, not occasional. All right, wrapping it up. What happens when you do this consistently? You become the go-to person for real estate. the person people think of first, the person people refer, and opportunities start to come to you like, "Hey, I saw your post." Or, "Hey, I saw that message." Or, "I heard you've been doing deals." That's my favorite reaction, right? It's like, "I heard you're doing deals." By the way, haven't you ever heard this from one of your colleagues?
Scott Benson: Like, "Oh, haven't you seen Samantha? She's like, she's rocking it right now. Like, she's like selling all kinds of stuff. I wonder what she's doing. I wonder what her lead genen is." There's no different lead genen. It's not doing anything unbelievable. She probably has a weaker lead genen than us. She's probably got a weaker uh workflow and everything else than us. She's making more noise and she's talking about her wins and that is actually what's working for her. And Samantha's a fictitious person. Okay. So, the cost of not sharing is if you ste if you stay quiet, people assume you're you're inactive. You lose the referrals. You lose trust before it even starts. Silence creates doubt. Visibility creates opportunity. Okay, I'm closing here. Here's the takeaway. There are always wins in every market. Winners talk about their wins. Think of someone that you gravitate towards. I'm almost gonna promise you they talk about their wins.
Scott Benson: You can I'm not going to get into um hot button topics right now, but think of like big big uh personalities that are on stage, right? Big onstage world personalities. Are they talking about their losses? Are they talking about their wins? They're always self-promoting their wins. Always. Um and people are naturally drawn to them because of that. So sh my challenge to you now and this is where I'm ending is share one win per day for the next 30 days. Watch what happens. One win. Simple. Could be two minutes. One text, one group text, one social post. One win per day for the next 30 days. That's the challenge. Don't wait until you're too Don't wait until you're too big to talk about your wins. Talk about your wins is what makes you big, right? So you get that. You don't wait until you've got like 15 properties that are closing next month and then you start talking about it.
Scott Benson: You start talking about your wins now to get 15 properties to close next month. That's the reverse engineering. All right, any quick questions and then uh we'll let you get on with your day.Steve Zahnd: Just going to hop in here while someone's thinking about a question. Um I I didn't I missed last week's call, but uh sorry the other call you had, but the the two that I have been here on it's five calls a day. So I mean just taking your first strategy of pulling up your phone and calling five people a day every day for 30 days plus then doing this. I mean just those one just that one two punch would absolutely in my opinion dramatically change the trajectory of of of a business.Scott Benson: LoveSteve Zahnd: Um, so like those are two super like not complicated. You're not needing to download a software. You're not needing to, you know, train on a script. You literally just pick up the phone, call five people, talk about real estate, and then share a win.
