Table of Contents
Chapter 1 Transitioning to Rockstar Agent Status 14
The Transition Process 15
The Sales Funnel Recap 17
The Role of the Rockstar Agent in Their Business 18
The Purpose of Leverage 21
Adjustments 24
Chapter 2 Leverage and Support 29
Rockstars Don't Do It Alone 31
Hybrid Theory 33
Give Yourself Permission to Admit Your Strengths and Weaknesses 37
Your First Hire 39
Your Second Hire 41
Your Third Hire 42
People and Systems 43
The Birth and Development of a System with Checklists 46
Creating Cohesiveness 48
Chapter 3 Generate Leads Like a Rockstar 52
How Rockstars Generate Leads 52
Team Lead Generation 53
Lead Follow-Up Systems and Support 54
Lead Generation Evolution 57
Lead Capture Strategies 71
The Road Map 75
Chapter 4 Your Target Clientele 77
Clientele Who Know You, Like You, and Trust You 78
People You Relate To 80
Playing to Your Strengths 84
Develop Your Niche 88
Chapter 5 How to Excel with Buyers 95
The Value of Buyers to Your Business 95
What Buyers Want 98
Tools to Help Buyers 104
Challenges with Buyers 106
Rockstar Buyer Structure 112
Creating Clarity for the Client 114
Chapter 6 Excelling with Sellers 120
Working the Lead Funnel 121
The Value of Listings to a Team 122
What Sellers Want 133
Creating a Rockstar Listing System 136
Team Listing Goals 140
Chapter 7 Succeeding in Different Markets 142
Types of Markets 142
What Drives Markets 143
Succeeding in a Seller's Market 148
Success in a Buyer's Market 158
Offers That Work 160
Explaining the Market to Your Client 162
Chapter 8 Improving Efficiency 175
Preparation (Front-Loading Your Process) 176
Urgency 180
Focus 183
Priorities 185
Oversight 187
Chapter 9 Expert Communication 194
Hearing the Heart Behind the Words 194
Hourglass Communication Model 195
The Six Human Needs Theory 198
DiSC Styles 201
The Three Levels of Mental Processing 208
Communication Rhythm 211
Chapter 10 Creating Culture and Hiring Right 220
Culture Defined 220
Culture in a Real Estate Team 221
How Culture Works for You 226
Bad Cultural Fits 228
Vivid Vision 230
Mission Statement 231
Hiring Right 232
Chapter 11 Training 240
Training Guidelines 241
Training Trade-Off 244
Training Tools 245
Training Systems 247
Meetings 255
Outside Resources 257
Chapter 12 Management and Leadership 260
Management Versus Leadership 260
Why You Need to Delegate 262
What Leadership Provides 264
Five Pillars of the David Greene Team 268
Chapter 13 Running the Business 275
Shift in Mindset 276
Shift in Responsibilities 282
Shift in Skill Set 283
Organization Chart 293
Expansion Teams 295
Chapter 14 Tying It Together 300
Finding the Missing Pieces 302
Your Weaknesses 303
Your Strengths 305
Growth 306
Barrel of Monkeys 308
The Path 309
