How to Build A 7-Figure Real Estate Machine – with Bill Pipes
Get ready to ramp up your real estate game! We’ve just dropped a game-changing episode on the Fiv Realty Masterclass YouTube channel that you absolutely can’t miss. Grab a comfy seat and tune in as we delve into a masterclass with the one-and-only Bill Pipes, the powerhouse behind turning potential into peak performance.
🔑 Here’s a sneak peek of the 5 key takeaways that you’re going to unlock in this episode:
1. **Routine Mastery**: Bill breaks down the essence of a game-winning routine. From the power of a rejuvenating bedtime regime to starting the day with an energizing morning routine, you’ll learn how to prime yourself for success in the competitive real estate market.
2. **Prospecting Perfection**: Discover why dedicating 2-3 hours of your day to prospecting is critical. It’s more than just a practice—it’s a strategy that can significantly amplify your business growth.
3. **Evening Planning Power**: End your day with a bang! Learn the art of evening planning with categorization and prioritization techniques that not only boost your productivity but also set you up for conquering tomorrow.
4. **The Standards Vs. Skills Showdown**: Find out why holding to high standards could be the secret sauce to surpassing those with merely great skills. Bill explains how discipline can shoot you to the top, even over the most skilled agents who lack it.
5. **Value Your Hour, Grow Your Power**: Bill will challenge you to question whether every action you take is truly worth your time. Manage your choices, not just your time, to align with the value of your goals.
⚡ Fun Fact: Did you know Bill Pipes has propelled over 42 individuals into the million-dollar club? Talk about having the Midas touch! Plus, his very own coaching company is aptly named G three: Grit, Grin, Grow—a testament to his philosophy on successful living.
Till next time, keep growing and never stop learning. Remember, every property sold, every client interaction, and every minute you invest in your education brings you one step closer to your 7-figure ambition.
Robert Mack [00:00:00]:
Bill Pipes is someone who has profoundly impacted the world of sales, motivation and personal development. Bill’s unique skill set is transforming potential into peak performance, and he is known as the coach that gets more agents across the million dollar threshold for GCI than anyone else, including me. He’s been working with the best of the best for over 30 years, and most recently, he started his own coaching company called G three. Grit, grin, grow, where he’s on a mission to help agents create seven figure lives. Unlike many coaches, he practices what he preaches. And today, you’re in for a treat. Seriously, turn off your phones, remove all distractions, and get ready to have your mind blown. Let’s give it up for the goat, Bill pipes.
Bill Pipes [00:00:44]:
Yeah.
Bill Pipes [00:00:50]:
Guys, first of all, I know a lot of you, and I’ve seen the transition, the transformation of a lot of you personally. I mean, I’ve seen it with Mr. Mack and I’ve seen it with Mike and Martin, and I’m watching it with Chuck right now. And Brian. I’ve watched from the sidelines as you’ve been doing it as well, too, and growing that team. And just. It’s been inspiring for me. And when I was thinking about where we go today and what we are going to work on, I have had the privilege.
Bill Pipes [00:01:19]:
Guys of 40, I realized something. 42 people over the course of the last seven years that brandy I’ve personally coached that have gone over the million dollar mark. Right when Robert and I first started working together. Robert, I think you were at, what, 300,000 or something along those lines. I had to hand Mike and Martin off because I left Tom Ferry, unfortunately. But I got to watch them do it and cheer from the stadium instead of being on the sideline with my all. I think we all know success leaves clues, right, guys? There’s no doubt that success leaves clues. And there’s no doubt that if you’re smart enough and can put your ego aside, you can really learn from the wins, you can learn from the failures, and you can observe what other individuals have done.
Bill Pipes [00:02:10]:
Now, what’s been really exciting for me, guys, is the launch of this company. We have over 300 and something coaching clients right now. And so, Craig, in less than a year, our anniversary is April the first. And I’m going to tell you guys something, man. Everything that I’m going to talk to you guys about here today, everything that I’ve seen in these top producing agents or the agents that broke a million dollars, is the shit I’ve been going through myself. So you get it. Not just from here’s the people I’ve coached. But firsthand in terms of what’s happening right now.
Bill Pipes [00:02:44]:
First of all, guys, let me ask you a question. How was 2023? How was it for you guys? How was 2023? Just give me, like, up, sideways, down, big bad Brian. What was it? Was it up, down? Like, where were we? Man, I see that for most people, it’s more like. And here’s why. I think for most people, it was like this, because some people were like, yay. But most people were like, man, who moved my cheese for 2023? I think what happened for us was we had expected this market to rebound and come back in the same way it did in COVID. Right. We expected to come out of the challenges, the changes of interest rates, et cetera.
Bill Pipes [00:03:32]:
But it’s not right. Like, you guys realize we’re not going to have that enormous rebound. It’s going to be a little bit more of a slow return, and that’s going to require different sets of skills. It’s going to require different sets of standards. And I want you to draw something for me as we start right now. Okay? This is at the core of what I teach. Just draw that right now. Draw those three circles, if you would, please.
Bill Pipes [00:04:00]:
Draw those three circles. And this is what I found. Whether it’s Mac or whether it’s Tom tool or whether it was Nazar. Like, Nazar is one of the. He’s actually. I just realized Nazar, when we started working together, was above a million, but we added a million. So he’s like, number 42. What I notice is whether it’s you working with your team, you working with yourself, you as an individual agent.
Bill Pipes [00:04:23]:
There’s three S’s. Three S’s that every single one of these million dollar producers actually have. Now, if you’re already, like, some of you are already at a million, I get it. The game is at a million. Game is net a million. The game is having a million dollars in terms of your investments. So if you’re thinking, hey, coach pipes, I’m already at a million, I want you to think, okay, how do I add the next 1 million? The three s’s are this. In one of the circles, I want you to write down the word skills.
Bill Pipes [00:04:51]:
Skills. In the other circle, I want you to write down the word standards.
Bill Pipes [00:05:01]:
And.
Bill Pipes [00:05:01]:
In the other circle, please write down the word strategies. Rmac. Ryan. Great to see you, dude. Every single client that I’ve had and myself included in our own business, you look at it and say, these are the three interdependent components of a very successful salesperson. Okay, right. Number one, do you need to be skillful? Yes. And I think 2023 and 2022 expose the lack of skills that the industry has actually gotten.
Bill Pipes [00:05:36]:
How many of you guys would agree with me on that? That you can look around and go, shit, man, like, we weren’t as skilled as an industry. I wasn’t as skilled as a person as I needed to be? Yes. Or, okay, right. And skills, Michael, are nothing more, bro, than just conversations, dialogues and techniques you use to create rapport and move people forward. That’s just what I want you to think about. It’s conversations I can have, it’s dialogues that are codified, it’s techniques of rapport that I can connect with someone. I can move them forward to the next phase of what it is in the sales process. Standards.
Bill Pipes [00:06:11]:
Write down for me the second s. Write it down in whatever circle you want to. The second s is standards, guys. Every single person that I’ve seen that’s committed to excellence, that grows their business, that scales up, they have ridiculous standards in their business and in their life. And standards are nothing more than write down. The definition of a standard is it’s a set of disciplines, rituals, and routines. Disciplines, rituals, and routines that are non negotiable and they’re based upon the level of your goal. Disciplines, rituals, and routines that are non negotiable and they’re based upon your goal.
Bill Pipes [00:07:01]:
Look, Robert and I love to climb mountains. One of these days I’m going to get him back up on another mountain, right? Many of you may or may not know the story about how our whole mountain trip actually came about. Where I brought him into Akankagua down in Argentina, almost killed him. Where I was leading a sales edge event in Los Angeles on stage. And like Robert, like, and Robert was. We both were a little bit out of shape, right? I was more out of shape probably than Robert. I looked at Robert, I said, man, are you up for something big? He said, yes. I said, great, let’s go for this hike.
Bill Pipes [00:07:31]:
It’s not anything big. Little did I know we literally almost killed each like ourselves on the mountain. But see, the bigger the mountain, the different the standard. Does that make sense, guys? The bigger the mountain, the higher the training, the bigger the mountain, the more committed you have to be. And the bigger the goal that you have in your business or for your team, then the higher the level of standards and the more committed you have to be to them. And then number three in the third circle, the empty one. Write down for me strategies, strategies and strategies. Are people and processes.
Bill Pipes [00:08:05]:
People and processes that drive. They actually drive productivity. People in process that drive productivity and create more efficiency, which means I can get more shit done or more effectiveness means I produce a greater result. More done, Craig, or greater result, okay? Both of which are fine, but they’re different. Efficiency has to do with how much you get done in time. Effectiveness means how much you can optimize performance itself. Now, each one of these is interdependent. And I’m giving this to you as a foundation because it’s the core of everything that I teach.
Bill Pipes [00:08:44]:
Right? I have yet to find someone that is running an excellent. Now, by the way, really quick before I say this strategy also is your marketing. Does that make sense? Strategy is like, what is my strategy for marketing my past clients? What is the process and systems and the people necessary? What is the strategy for my farm? Now, a lot of you know, TF world, and I have mad love for Tom and for Jason and for Jeff and for everyone inside that organization to this day. Tom is really great at the strategy of marketing and video and et cetera. And so you guys got that. But what I notice right now, if you look at these three skills, standards, and strategy, they’re all interdependent, but one of them is more important than the other. Which one of those three do you think is the critical one? That your business, your life, your performance will rise and fall based upon that one.
Bill Pipes [00:09:45]:
Skills. Skills.
Bill Pipes [00:09:47]:
You’d think that would be the answer with me. You guys know me. Honestly. Guys, guess what? It’s not the number one. Number one is your standards that you actually have in your business and your life, hands down. I can take Kevin, an unskilled agent that’s willing to put in the work and is disciplined, they’re going to outperform the highly skilled, right? That isn’t systemic and isn’t disciplined in their approach. Does that make sense, guys? Yes or no? Okay, now, granted, Brian, they can only do it for a specified amount of time, because if they don’t have the skills, they may burn. Right? Okay, so they’re all interdependent.
Bill Pipes [00:10:27]:
But the most important one is that conversation around standards, period. And I’m going to jump straight to that, by the way. I’m going to jump straight into that. How many of you can look at your business right now, whether it’s a team that you have, like Olivard, right, or Mac. How many of you guys have teams, either small to. Okay, would you rather have. Let me ask you this. Hey, big Brian, would you rather have a really disciplined agent, assuming all things are equal, their mindset and their optimism and everything else, would you rather have a really disciplined agent that does what they need to do every single day on your team, or a really skilled agent that is hit and miss in their discipline?
Bill Pipes [00:11:18]:
Probably the skills you can learn. I think the discipline is required.
Bill Pipes [00:11:23]:
Bingo. And most of you guys are probably right alongside and in bed with Brian on that thought as well, too. You give me someone that’s disciplined, they’re going to get skilled. Why? Because they’re going to stick to it when other people stop and they’ll figure it out just by sheer amount of time that they’re spending and doing something. Does that make sense, guys? Now here’s what I want you to look at right now. I want you to write down your goal for 2024 for yourself or for yourself and your team. Write down your goal for 2024 for yourself. Even though I cannot believe, guys, we’re already at the end of Q one.
Bill Pipes [00:11:59]:
Anyone else besides me, like, damn, Gina, where did this year? Where’d q one go? Right? So, Ashana, write down your goal, and I want you to think about that goal for a second. I want you to think about your disciplines, your rituals and your routines that you have. And I want you to ask yourself this, do I have certain disciplines or lack of discipline or lack of ritual or activities that I engage in that are not aligned with that? Yes or no? And if you guys want to take it one step further, I’d write that shit down. I’d write down, what are the things that I can look at that are holdovers from 2023 that are my disciplines, rituals and routines that may have fit me at my goal for 2023, but I need to either strengthen or get rid of for 2024. See, that’s the big challenge, guys, is a lot of people go into the new year, they go into 2024, and they held onto a bunch of shit that they were doing for 2023 and a way of being and a way of acting, and they end up producing at the level of their standards. Does that make total sense, guys? Yes or no? Okay, now let me share a couple of things with you guys. I think there’s three key standards that I notice that all top producing multimillion dollar producers have. Number one is the standard of time, which we’re going to talk about.
Bill Pipes [00:13:30]:
Number two is the standard of mind, how they think. And number three is the standard of energy that they have. Time, mind, energy, if you’re going to add a million. And by the way, guys, how many of you guys have a goal for this year to have a dramatic increase in your production or own personal production or production of your teams this year, raise your hand. Can you do that with the same shit you were doing last year? Yes or no? No way. Okay. It’s not going to happen. Right? You’d say that to an agent on your team, and I’m saying it to you guys as well, too.
Bill Pipes [00:14:13]:
Now, a lot of times we don’t actually take the time to evaluate and have awareness of what are the holdovers from 2023. Now we’re going to take that whole conversation of what is my goal and go a little bit deeper in terms of how you’re managing the time effectively. So I want you to take that goal for income that you wrote down. That goal for income that you wrote down. We’re on this standard of time right now and I’d like you to divide it by 20820 80. So if it’s a million, you’re going to come in at like $480 an hour. So whatever your goal, like Robert, it would be for you and the entire team. Does that make sense? Be for you and the entire team if you’re a single agent? 20020.
Bill Pipes [00:15:02]:
80. That number represents. Thanks, Robert. That number represents the total number of workable hours in a year. This is one of my favorite exercises to do with people that I coach, and I’ve had to do it with myself as well, too. Okay. And I want you to just let me know what that number is. So if it’s a million, it’s 480.
Bill Pipes [00:15:24]:
If it’s 2 million, it’s 960. If it’s 3 million and it goes on up. Hey, Baba Canyon.
Bill Pipes [00:15:31]:
Yes.
Bill Pipes [00:15:32]:
What’s your number, dude?
Bill Pipes [00:15:33]:
961.
Bill Pipes [00:15:35]:
961, Kevin. 961. Awesome. Anyone else want to share with me?
Bill Pipes [00:15:39]:
Please.
Bill Pipes [00:15:43]:
Don’T be shy. Craig, what’s yours, dude?
Bill Pipes [00:15:50]:
275.
Bill Pipes [00:15:51]:
275. Awesome, baby. I love it, Shauna. How about you, sister?
Random [00:15:58]:
144.
Bill Pipes [00:16:00]:
144. Okay. Now this is the evaluation I do with all my coaching clients and I do with myself and I run my life on. Okay. Is I look at. Because this is key and I want you to write this down. I do not have a time management challenge. I have a choice management problem.
Bill Pipes [00:16:27]:
I don’t have a time management challenge. Can’t manage time. What you manage are the choices that you make with the time that you’re given. Does that make sense? Yes. Or know and everyone says I need to manage my time. No, you’ve got to manage your choices. You do not have a time management challenge. You have a choice management challenge.
Bill Pipes [00:16:49]:
What’s happening is, hey, de Silva. De Silva is 961, right, brother? That’s what your number was, $961 an hour. If I followed you around, would I find activity that you’re engaging in that we would put up against that 961 and say, oh, shit, man, I shouldn’t be doing that. Yes or no?
Bill Pipes [00:17:11]:
Yeah.
Bill Pipes [00:17:11]:
How many of you guys can look at your number that you just wrote down and recognize that there’s stuff in your day that you’re doing that does not fit that per hour, by the way, that’s how much you’re worth per hour right now. I want you to point at yourself really quick. We’re going to have some fun. I couldn’t not do this. I want you to point at yourself and say, I am rich and sexy, baby. On the count of three. Are you ready? One, two, three. That’s because I am rich and I am sexy now.
Bill Pipes [00:17:44]:
So your goal is this. You can’t change everything overnight. Does that make sense? Guys, I remember when Robert Mack and I were on that hunt, man. Dude, we were on the hunt for a million. Do you remember that? Dude, it was legit. We were hunting, right? And he got really frustrated because it took him a couple of years. Do you remember that frustration that you felt, Robert? And I said, bro, it just takes time. You can’t unravel and reform overnight.
Bill Pipes [00:18:14]:
So why am I saying that to you guys? I’m saying that because if I were coaching you, right, I would say, what are the top three things that you engage in that you do the most that doesn’t fit your 961? Makes sense. Guys. Identify those activities that you’re engaging in on a regular basis that doesn’t fit those choices. Those choices don’t fit the income that you want to earn, because the more that you engage in. Watch this. Okay, so we’re eleven months with this company. In eleven months, I have hired eleven people. Four of those are salespeople, seven of those are operations.
Bill Pipes [00:19:02]:
Right? We didn’t do it. I hired a whole bunch here in the last 90 days. Does anyone know why now? My margins of profitability got squeezed. In the short term, you guys got to understand that. I’m like, okay, cool, I’m margining less, but I’m scaling. Why do you think I had to do that?
Bill Pipes [00:19:23]:
Grow?
Random [00:19:25]:
Because I got more time. Okay, you can make more per hour.
Bill Pipes [00:19:29]:
That’s right. Because last year, total transparency. Last year my goal was, can we, in a first year as a coaching company, break the seven figure mark? That was like my number one focus can we break seven figures? Right? And we did that in nine months, right? And then all of a sudden, guess what happened, Shauna, on month number ten. It was like we hit a fucking wall. And we were just like. I’m like, what’s happening? Why are we stopped? What’s going on? And what I recognized was this. I was functioning at $480 an hour, which is a million, Brian. But I needed to be functioning at $2,500 an hour.
Bill Pipes [00:20:11]:
And the things that I was engaging in, I needed to hire more people around me to turn those things over so I could go speak and I could do other things. So once you start to identify the activities, what you need to do is you need to say, who can I give it to? Can I get rid of it? Who do I need to train if I can’t give it to them right now? Listen carefully what I just said. Who can I give it to right now that is skilled enough to be able to do this? Oh, man. I don’t have anyone. Okay, good. Who do I need to train then, right now, that can take this over? Remember, we’re playing a long game. We’re playing chess, not checkers. And then number three is, can I eliminate it altogether? Is this something I can eliminate altogether?
Bill Pipes [00:21:00]:
When you say eliminate, like you don’t need it anymore, just wipe it out.
Bill Pipes [00:21:03]:
Yeah, watch me watching freaking Netflix. Actually, here’s a better example. Many of you know that I got divorced a couple of years ago. When I got divorced a couple of years ago, I had full custody of my kids. I love my son. I love my daughter. By the way, Robert, Liam just got full ride. Academic scholarship to ASU, baby.
Bill Pipes [00:21:22]:
Let’s go. So he got into all four of his schools that he wanted to. I’m so proud, dad. And he also rocks a pretty rad hairstyle. Like, you can’t see it, but he’s always dyed and cool and whatever. Anyway, I had this commitment, Craig, that when I got divorced, I’m like, I’m going to single dad this. Like, I’m going to do the laundry, Sean. I had something to prove.
Bill Pipes [00:21:45]:
Does that make sense? And I got in this. How many of you guys have ever done that? Where something to prove all of a sudden became some shit that you kept doing even after you’d already proven that you could do it, and you still just got in the habit of doing it? Yes. Right? And laundry was the thing. And so I was sitting there, Brian. I was doing my kids laundry. Craig. And the deal was, I’ll do your laundry, you guys come up and put it in your room. Boom, right? Not a big deal.
Bill Pipes [00:22:10]:
That went on for about a year and a half, two years. And then all of a sudden, I started having this conversation of, I’m worth $480 an hour, and I’m sitting there doing the laundry. I’m like, man, and then laundry here and laundry there and laundry here. I went, son of a gun, man. You’re so full of shit. As a coach, you’re telling people not to do stuff that’s below their hourly, and you’re doing laundry. You are the highest paid. I had this.
Bill Pipes [00:22:30]:
Aha.
Bill Pipes [00:22:31]:
I’m like, you are the highest paid laundry mat on the planet, right? And I. So I called my significant other, Anna, and I said, hey, Anna, do you know someone that could do the laundry for me? And she said, yes, Craig. She goes, I’ve got this gal, Talitha. She can come and do the laundry for you. And I said, awesome. Can you find out how much it is? And she came back and she said, talitha is going to charge you $40 an hour. To which. What do you think? I said, done.
Bill Pipes [00:22:57]:
No, I wish I would have said done. I said, are you out of your effing mind? $40 an hour for someone to do laundry? No way. I’m going to find someplace cheaper. No shit, guys. Four to five weeks went by still doing laundry, and finally I’m just like, oh, my God, this is ridiculous, right? Because what I recognized, Brian was at $480 an hour. Even if I’m paying someone $40 an hour to do it, I’m getting $440 back in my pocket. That’s how you’ve got to start to look at the scaling and the leveraging of things off of your plate so that then you can engage in, Kevin, the $961 or $916 an hour. You get that freaking twist in your mind.
Bill Pipes [00:23:38]:
It will completely change the process with which you make choices, period. Does that make sense, guys, yes or no? Okay. And what I had to do, like, I know some of you don’t actually use these. Does anyone know what this is? This is a checkbook. Some people still use them to actually pay for stuff, right? So that’s one of my corporate checkbooks. I wrote myself a check for $480 an hour. I put it up in my office. I put it up on my screen.
Bill Pipes [00:24:14]:
I looked at it. There was a picture of me pointing at myself, actually, hold on. I think I have this for you guys. Give me 1 second. Where is my five? I actually had a deck for you guys, but we just went freestyle. Today. Take a look at this. Boom, boom, boom.
Bill Pipes [00:24:33]:
Hold on. This is like the world’s worst picture of pipes. I literally look like I’ve been on a bender and have been doing crack for five days. But that was the picture that I put up, and I had it pointing at myself. I printed that off. It said, you’re worth $480 per hour. Start acting like it, damn it, with a check underneath it. It got me to at least pause Shauna, to actually pivot and be able to make new decisions in the face of that.
Bill Pipes [00:25:04]:
Now, one of the ways, guys, that I do this, write these four things down. I’m going to stop the screen share really quick. Is this resonating with you guys? Yes or no? I know it’s not the normal thing that you guys were probably expecting me to talk about, because you guys know me as skill based. Bill. Skill. Right. But it’s actually. I have evolved into.
Bill Pipes [00:25:30]:
When I was working with chaplack, I coached some of the largest teams in the entire nation and really learned and was able to start connecting dots in terms of scaling growth, building large organizations, or optimizing profitabilities out of existing organizations. So write this down. Ampr, P, MBR and PMPR. Ampr, Ambr. PMBR and PMPR. Do you guys get that? Okay, cool.
Random [00:26:33]:
Wait, what was the last one?
Bill Pipes [00:26:34]:
Bill? Pmpr. This will all make sense. It’s not some calculus equation that you’re never going to use that you learned in high school, right? So what I find is both from a managing my time effectively and a managing my energy. Let’s start moving into this conversation of energy. You guys have had some great speakers on here. One of my old coaching clients, good friend of mine, Jimmy Rex, was on. Look at how many of you guys enjoyed that Jimmy Rex conversation when he was on here. Dude’s a beast, man.
Bill Pipes [00:27:05]:
I just love him. If you begin to look at people who produce incredible things in their life, do they operate at a high level of energy or a low level of energy? What do you think? Dude, who is C McCall? What does C stand for? I don’t know. Does any. Chris. Chris. Okay, awesome. Chris. Okay.
Bill Pipes [00:27:35]:
How many of you guys know a guy by the name of Tom Ferry? That should be every single one of us. Low level energy. High level of energy.
Bill Pipes [00:27:45]:
High.
Bill Pipes [00:27:45]:
Okay, great. High level of net worth. Low level of net worth.
Bill Pipes [00:27:51]:
Hive.
Bill Pipes [00:27:52]:
How many of you guys know a gentleman by the name of Grant Cardone? I know. Love him. Hate him, whatever. Okay. High energy. Low energy. High net worth. Low net worth.
Bill Pipes [00:28:05]:
How many of you know a woman by the name of Oprah Winfrey. High energy, low energy, high net worth. Low net worth. Do you see the correlation, guys, yes or no? Right? How many of you can think of now, you ready for this? Think of someone that you know that is poor. Think of someone that you know who doesn’t have a lot of money. Think of someone that you know who is financially destitute. Where’s their energy level?
Bill Pipes [00:28:35]:
Low.
Bill Pipes [00:28:36]:
Low. There is a direct correlation to the level of energy that you bring into your life and your day and the amount of income that you’re going to earn, period. Can you see that connection, guys, yes or no? Now, here’s why this is so critical. And don’t worry. We’re going to go back to Ampr. Ambr. Pmpr. Pmbr.
Bill Pipes [00:28:57]:
Right? I’m going to leave that loop open here, and we’re going to close it down for you guys. Right? I have a very small investor in my company. I brought him in as an investor, not for his money, right? I brought him in for. What do you think?
Bill Pipes [00:29:16]:
His energy, his mind.
Bill Pipes [00:29:19]:
This is a guy that owns a company called Sun West Mortgage company, the SWMC. Right? Some of you may know it if you’re in California, you’re familiar with it. His name is Pavana Argowall. He also owns a company called Angel AI, which is definitive in the space of finance and now evolving into real estate, one of the definitive artificial intelligence processes that’s out there right now. I’m talking to Pavan, and this was, honestly, guys, 2023, the number one conversation that I had in my life. Okay? You guys ever have one of those conversations with someone who you just go, shit, Gina, that just shifted everything, right? How many of you guys have ever had that moment before? Yes or no? Okay. Right. Killer.
Bill Pipes [00:30:01]:
We’re driving back, Robert, it was up at the event that we had in Salt Lake City. We’re driving back from dinner, and as I’m talking to Pavon, I started asking him questions about mistakes that he has made inside of his organization and what happened in growth. And he said, bill, you’re asking the wrong questions. And that’s what I love. This guy’s worth a billion dollars. When someone that has a B in terms of their net worth attached to it, should we be listening? And the answer is 100% yes. Not just because the income, but who that person is. And he said, what are the biggest mistakes that you’ve made? And I said myself, I said, it’s typically like I chose unwisely.
Bill Pipes [00:30:39]:
He goes, yes. The two biggest mistakes that people make in business. Is this ready? They end up partnering with the wrong people, or they end up not following the process and the systems that they put in place. Partnering with the wrong people or not following the process and the systems that they put cutting corners. Okay. And then I asked him, okay, great. And he goes, you should ask me another question. I said, what’s that question? He goes, why? I said, well, why is it that I made these mistakes? And here’s what he said.
Bill Pipes [00:31:10]:
He goes, every mistake that you’ll make in business is a function of the lack of energy that you have. Every mistake that you make in your business is a function of a lack of energy. Why is that, Shauna? Because when you lack energy, guess what happens? You end up not following your process. When you lack. How many of you guys have ever had one of those days where you just were off your energy, you didn’t sleep, whatever it is that actually happened, and you end up not completely following through on certain tasks. Look, we all prospect. Everyone just say, coach, I love to prospect. So I do it every single day.
Bill Pipes [00:31:47]:
On the count of three already. One, two, three. Hey, coach, I love to prospect. So some of you can’t even still say it. After all these years of me trying to get you to say it, you can’t even move your damn lips to say it. If your energy is low, chances are you’re not going to prospect. If your energy is low, chances are even if you do prospect, you’re not going to close. If your energy is low, chances are you’re not going to lead your team effectively and powerfully.
Bill Pipes [00:32:12]:
If your energy is so, all mistakes you make are a function of a lack of energy. How do you maintain that? You maintain your energy through your routines. Let’s go back to Ampr. Pmpr. Pmbrpmpr. Next to Ampr, write down your morning personal routine. Your morning personal routine. Write down your morning.
Bill Pipes [00:32:54]:
What do you think B stands for? Business routine. PMBR is your evening business routine. PMpr. PMPR stands for your evening personal routine. Makes sense. Super simple, not complicated. Which one of those four? Your morning business or your morning personal routine? Your morning business routine. Your evening business routine or your evening personal routine.
Bill Pipes [00:33:37]:
Which one do you think is the most important and has the greatest impact on all the rest?
Random [00:33:43]:
Your evening.
Bill Pipes [00:33:45]:
Alicia, you are awesome. Why? You’re 100% correct. Everyone normally goes to the morning routine, the miracle morning, the how, whatever I got to have my morning routine on. It’s not completely inaccurate, but Alicia, take the ball and run with it. Why the evening?
Random [00:34:01]:
Because the evening sets up your day. And so if you don’t go to bed early, you don’t get up early. If you have bad thoughts before you go to bed, it’s in your subconscious. It stays there and grows and manifests for the morning. Everything is set for the evening, which then turns into the morning.
Bill Pipes [00:34:16]:
Yep.
Bill Pipes [00:34:17]:
Everyone write this down. Comes from Sun Tzu, the art of war. Every battle is won before its fought. Every battle is won before its fault. Guys. Every battle is won before its fault. Every day. The effectiveness of that next day is determined based upon the planning that you have done and also your PMPR.
Bill Pipes [00:34:42]:
You eat late, you watch TV too late, you don’t get enough sleep.
Bill Pipes [00:34:46]:
Sure.
Bill Pipes [00:34:46]:
Hey, you’re all badass mofo warriors. I get that, right? But you can only badass mofo something for a couple of days of not enough sleep, of whatever, before your shit just starts to break apart. How many of you know you can push for two or three days pretty intensely with low sleep? Not whatever. Is it one day, two days, three days? How many days can you push hard before shit starts to short circuit? And then you’re like, does not compute. Is it a day? Is it two days? Is it three days, four days? Show me on your fingers, guys. How many days? Okay, Chris has got two. Alicia’s got. Yeah, Michael’s got two.
Bill Pipes [00:35:23]:
How about you, Nick? Is it one day, two days, three days? I’m right there with. I can. I can warrior the shit for two days. But on day number three, if I’m operating on four to four and a half hours of sleep, if I’m not eating well, shit begins to break apart and I start making mistakes in my business. I start sleeping and I start missing my morning routine. Does that make sense, guys? Okay, so here’s a couple of things. Number one, PMPR. What time do you go to bed? When do you turn off digital? What’s your routine to wind down? What supplements are you going to take, period? Now, supplements are not like I’m taking an Ambien.
Bill Pipes [00:36:03]:
Supplements are. What are you going to take to be able to. Some magnesium or something along those lines. I have an entire ritual, right, that I follow. You got to establish that for yourself. And then number two is. Number two is what’s my morning ritual going to be? Mine right now is up at 430, in the gym at five with my trainer. And then I do my affirmations and I listen and I learn 15 minutes every single day.
Bill Pipes [00:36:31]:
And then I’m also visualizing. So you’ve got that. And you guys, I don’t need to give that to you. This is a high level group. You know what you need to be doing in the morning. But let me lean on to one more thing that I want you guys to recognize. The two pieces for business are this. Your Ambr should exclusively be designed around prospecting, period.
Bill Pipes [00:36:50]:
Two to 3 hours a day. I’m still on that shit, guys. I haven’t backed off of it. I believe it 100%. And a lot of you guys are, like, plugged into TF, which is great from a marketing standpoint. But here’s the thing. The best businesses, my friends, are prospecting based, marketing enhanced. And it’s not the other way around.
Bill Pipes [00:37:09]:
I don’t care what anybody says. I’ll go to bat with that. I’ll debate that all day long. Because I know, and I have the proof in the pudding of the people that I coach. Right? They have a prospecting base. Your Ambr. Your am business routine has got to be two to 3 hours of lead gen. Hey, I’m out of production.
Bill Pipes [00:37:27]:
That’s great. Spend two to 3 hours recruiting to five. How about you spend two to 3 hours recruiting to your team? You’ve got to still be actually prospecting every single day, right? Does that make sense, guys, yes or no? Do you know what I’m doing? I got an event coming up in Orlando. For those of you that are in the Florida Atlanta market. I’d love to see you there. Do you guys remember sales edge? How many of you guys remember sales edge? I’ve taken sales edge, and I’ve combined it with a mastermind. Right? So we’re still doing scripts and dialogues. Chuck, you’ve actually attended it.
Bill Pipes [00:37:58]:
I march for 20 minutes at a time. The top producing agents in particular areas of the business. It’s insane. It’s just everything that I always wanted the old event to be in a new format. But the thing that you guys, that I will push everyone and I will go to my grave, is that two to 3 hours a day is the minimum. Write this down for me, please. Write down 1 hour a day equals survival. 1 hour of lead gen a day is survival.
Bill Pipes [00:38:26]:
You can survive the business 2 hours a day, your business will grow 3 hours a day, your business will explode. Mike and martin have built their business around that period. Okay, now, last but not least, your PMPM business routine. Every battle we know is won before its fault. So therefore, what am I going to do? Right? Well, I’m going to take time every single evening, and I’m going to spend 15 minutes doing the following number one, I’m going to make my to do list. I already do that, coach. Got it. Listen and stay with me.
Bill Pipes [00:39:10]:
Number two, I’m going to categorize and prioritize that to do list because most people do to do lists. And what’s the challenge with the to do list? The challenge that they have with the to do list is that you end up doing the easy shit first and it’s the hard stuff that you actually need to actually tackle first. How many of you guys have ever done that before on stuff that you need to get done, you’re just like, I’m just going to do the easy because I can get it done versus the hard. So I’m going to categorize. I’m going to guys, this into AA means I’m going to drop everything the next morning and do it. Write down AAA, drop everything and do it. By the way, if you have an assistant or an executive assistant or an operator that works with you, this right here is a great way to assign tasks to be able to make sure they do the right things first when you’re giving them to them. AA is drop everything and do it first thing in the morning.
Bill Pipes [00:40:01]:
A is get it done by twelve, B is get it done by the end of the day, and C is it doesn’t matter. Who cares? Okay. Put it in your calendar. Take that 15 minutes of planning. That 15 minutes of planning clears your head. Who am I going to call? What am I going to do? What are my tasks? What are my duties? What are my priorities? What are my responsibilities? Where is it going to go in the calendar? What priority is it? Then you go to sleep and when you wake up, Alicia, your mind is more rested because you have clarity in terms of what the day is going to be. And that clarity is power. The reason we don’t sleep well and we stay up at night.
Bill Pipes [00:40:41]:
Have any of you guys had this happen where you stay up at night and your mind’s like, yes or no? Because you haven’t closed that loop of said, here’s how my day is going to go tomorrow. So it’s still trying to figure it out versus you getting it out of your head, getting it on paper. 15 minutes will save. Every minute you do in planning will save you eight minutes in implementation the next day, period. Okay, let’s switch gears on the last little bit. Let’s talk skills. Okay, guys, let’s talk skills. By the way, any questions? You guys getting some good stuff? Yes or no? This is not like normal pipes dialogue that you guys probably saw from me back in the past.
Bill Pipes [00:41:17]:
But I’m excited to bring new components for you. The number one skill. The number one skill I have over the course of the last three years evolved in the way that I think selling needs to take place. And that evolution has occurred simply because of the fact that the consumer has become more elegant. The consumer, buyers and sellers today, are they more informed? I’m not going to call them smarter. Right. But are they more informed? Yes or no?
Bill Pipes [00:41:52]:
100%.
Bill Pipes [00:41:54]:
100%. Hey, Christopher. Christopher Shannon. Back in 2010, it was a different style of selling than it is right now. Back in the late 1990s. Right. It was different. Now we have information at our fingertips.
Bill Pipes [00:42:12]:
We can get it so quickly at this point, and it should be a good thing. But the challenge is what a buyer decides to buy and a seller decides to sell. What do they start to do? They start to go on the Internet. What does the Internet do? The Internet’s going to put in what’s trending and what’s algorithmically appropriate. And so they throw up the shit on YouTube that isn’t accurate. And then they start to actually craft a narrative about the market that’s going on based upon the bullshit that’s out there. They turn on CNN, they turn on Fox, they hear all the negativity. The number one skill that you have to develop is this.
Bill Pipes [00:42:50]:
Write down the skill of controlling the narrative of your clients. The skill of controlling the narrative of your that. When I say narrative, my friends, what does that mean, do you think?
Bill Pipes [00:43:12]:
I think you’re saying call them more and just be the voice of reason.
Bill Pipes [00:43:17]:
Okay, thank you, Mike. Here’s the narrative right now. Narrative equals their BS beliefs that are not based upon facts. What do most people think? They’re bs. Bologna and Melissa, you’re absolutely correct. It creates fear. What do most buyers or most people out there think is going to happen in the real estate market over the course of the next six to twelve months? The market is going to crash. This is not my data.
Bill Pipes [00:43:50]:
I’m going to give you data over drama. One in four consumers. Hold on 1 second. I actually have a slide for you guys on this. Believe that the market and prices are going to depreciate. 25%. Can you guys see that right here? One in four still believe prices are going to depreciate. Here’s how that narrative actually looks.
Bill Pipes [00:44:18]:
Back in January of 2022, the narrative was 37% thought it was going to crash. 35. 31. As we got to November, December, we’ve been holding that. 232-4242 5% of the buyers that you call of the sellers that you prospect think that the market is going to crash. Now let me ask you guys this. Do you believe that the market is going to crash in whatever marketplace that you’re in in the next six to twelve months? Yes or no? No. Do you know what I believe based upon the data and the conversations I’ve had with Logan Motoshami, with Mike Simonson of Altos, right.
Bill Pipes [00:44:54]:
Even emails back and forth with Lawrence Yoon, I think right now is the best damn time to buy a house that it ever has been in the course of the last three or four years, period. Why? Lower competition, a little bit more inventory, right? Prices are still going up. And on top of that, I can refinance out with a no cost refinance in the next 18 months as rates come down. Does that make sense, guys, yes or no? So now watch. Michael, I honestly believe this. You drop me in any market and I’m saying this not like rude, I’ll smoke any of the agents in there. And the reason being is because I believe so definitively that the market is the best time to be able to actually buy. And it’s a fantastic time to sell for 80% of the sellers because they have to buy as well, too.
Bill Pipes [00:45:46]:
Why is that? Well, there’s two steps to controlling the narrative. Write this down. Number one, you have got to control the narrative with yourself first and foremost. That’s step number one. Joan and Doug from Boise. I love me some Boise. You guys know my favorite steakhouse, Chandler’s up there, I think is the name of it. Downtown.
Bill Pipes [00:46:08]:
Oh, my gosh, guys, if you’re ever in Boise, it’s literally one of the best steakhouses in the nation. I was so surprised at how good it was that I actually will look for reasons to come up to Boise to go to that steakhouse.
Random [00:46:20]:
In fact, there’s a better.
Bill Pipes [00:46:22]:
Oh, well, I’ll come up there. You take me to it, Joe.
Random [00:46:26]:
No, you come to our house.
Bill Pipes [00:46:29]:
I would love that. I will take you up on that, sister. Okay. So you got to control the narrative with yourself. Because if you don’t believe, see, here’s the key, guys. When two people meet, when two people meet, the one that has the most certainty is going to have the greater influence on the other person. I’m going to say that again. When two people meet, the one that has the most certainty ends up having the greater influence on the other person.
Bill Pipes [00:47:04]:
The real challenge that this industry of real estate faces and some of you may face is that your clients are spending more time educating themselves on the market than you are. And because that’s happening, they have more certainty and they have more leverage, and they wait or whatever objection it is that they give you. Does that make sense? Guys, yes or no? I want that to sink in for a second for you. Okay, so most clients have spent more time researching the market, even though where they’re going is inaccurate. Do you get that? Like, it’s an inaccurate representation of the market, but they are taking the time. So what our job to do is to offset that narrative, but we can’t offset that narrative unless we are educating ourselves. So here’s your process, okay? It’s really simple. If I’m coaching you, if I was coaching you, I demand this of you.
Bill Pipes [00:48:01]:
I would drill you on it every single week. Write down. Spend 15 minutes a day on the following sites. Number one, Altos. Research on YouTube. Go to YouTube, Altos. A l t o s. Listen to everything that you can get your hands on by a economist named Mike Simonson.
Bill Pipes [00:48:28]:
He is the founder of Altos. Subscribe. And by the way, guess how much that cost you? It is free, right? YouTube is free. Number two, get yourself set up on housing wire, the paid version of housing wire. Spend 15 minutes digging into what they’re saying. And anytime that this guy’s name is another economist, he’s the chief economist for housing wire. Logan Modashami. Spell it however you want and you can put it in Google and it’ll say, did you really mean this guy? Logan Modashami.
Bill Pipes [00:49:06]:
He comes out with two or three podcasts per week that you can listen to on housing wire daily podcasts, which also is free. Number three, write down for me, keeping current matters. Big frickin just big loss for us with the loss of, you know. So ferry and I were texting back and forth on. Steve was. Steve was Tom’s mentor, right? And it was just like, that’s a big loss. But you know what? KCM will continue, right? With childress and with Bill, with Steve’s son. So I’m going in and looking at the monthly market guide, the MMG, every single week, or, excuse me, every single month, which comes out about the second week, and hearing what the minds of KCM are thinking.
Bill Pipes [00:49:56]:
And then last but not least, write down mortgage news daily. Mortgage news daily. Robert. Those are my four go to. I take ten to 15 minutes every single day. Typically when I’m driving back from the gym, it’s a ten minute drive back from the gym, or I’m doing my cardio warm up. I’m listening to that stuff in the morning. Okay, cool.
Bill Pipes [00:50:22]:
What’s happening? I’m educating myself. As I educate myself, I get more certain. As I get more certain, my influence increases on you guys, to be able to help you understand why it’s so critical and what’s ultimately taking place. And it allows me to give you data over drama. Does that make sense, guys? And so what you’ve got to do, Michael, is be able to give data over drama to your okay. Because here’s what we got to believe. An educated and motivated consumer will always make more intelligent decisions. We do our Ambr am business routine to prospect to find the motivated.
Bill Pipes [00:51:00]:
We use our follow up to educate the motivated so that they can move forward. And it’s going to take you about five or six or seven conversations to be able to move them forward. Okay, I got about five minutes now in the deck. Hey, R Mac, I’ll send the deck over to you and Nazar. I’ve got all types of scripts, all types of dialogues for you guys, et cetera, but all of it is based upon you doing the ten to 15 minutes of educating yourself every single day because you’ve got to have that data to be able to actually utilize the scripts. Does that make sense, guys? Okay, awesome. Well, there’s so much more that I could go over with you guys, but I’m going to pause here and open this up for a little bit of Q and A. All right.
Bill Pipes [00:51:39]:
So for some of you, I haven’t gotten a chance to see in a long period of time. That’s horrible. That’s on me. And I’m so happy to see you guys. What questions do you have? How can I support you? How can I help you? Where can I pour into you right now today? Any questions?
Bill Pipes [00:51:56]:
I miss hearing your voice, Bill. This is awesome. I got eight pages of notes.
Bill Pipes [00:52:01]:
Oh, shit, dude. And I’m 20% through my deck. How’s that? Right? Like, we could have gone for an entire day with you guys on this. Let me show you guys something really quick that when you get the deck, I do want you to pay attention to. Hold on. Can you guys see that? Yes. Okay. The Federal Reserve is getting ready to meet.
Bill Pipes [00:52:25]:
They meet on the, I believe it’s the 20th, which is coming up right around the corner. Be sure that when they do. Take a look at this. This is the entire process that I put together to be used the week around the Federal Reserve and what happens with rates, right? So it’s the perfect opportunity for you to reach out to your clients to be able to move them forward. When I say clients, I mean your leads, buyers and sellers. This entire process has a research phase that I just outlined. It has the marketing phase of, yes, I do believe in marketing. Even though I said prospecting based, marketing enhanced.
Bill Pipes [00:53:02]:
Notice I said prospecting based, marketing enhanced, not prospecting based. No, marketing. Right. So it’s got that all together, and then it’s got the script and dialogue for that for you right there as well, too. Listen, and then there’s a couple of other closes in here for you as well. This market is fascinating because I’ve been in this industry for 28 years now, guys. Can you believe that, Craig? 28 years. And Craig, you’ve watched me evolve and change.
Bill Pipes [00:53:35]:
And from this little rah rah guy at events to where we are today, I still got my rah rah. But the thing that I’ve really recognized, guys, is how inept we are as an industry at being professionals. And if we are acting in a professional manner, like a doctor is educated in terms of being able to talk to their clients or an attorney or whatever, it’s so easy to be able to stand know. Tom always used to talk about that at the events. He said, how are you going to combat the sea of sameness? Right? And he talked about it from a marketing standpoint, which I think is valuable. But I’m going to say, how are you going to combat the sea of sameness in terms of your interactions and your engagements and your conversations and the way that you do it is by twofold. Number one, every conversation should uplift the people that you’re talking to. It doesn’t mean that you’re going to have to like you are saved, but they should feel better.
Bill Pipes [00:54:30]:
A lead, a buyer, a seller, a past client should feel better after a conversation with you than before. Maybe they feel better because they’re more educated. Maybe they feel better because your energy is good. Maybe they feel better because they’re more certain about their decision, but they should feel better. Number two, they should leave every interaction with you from you more educated. That is our job. It is the educated salesperson that will win the game in 2024, 2025 and 2026. So I can come back on here at a later time.
Bill Pipes [00:55:00]:
And Nazar and I have talked about that to come in and do some skill training with you guys around that. But I think more importantly, take a look at the deck when you get it. There’s a lot of great stuff in a lot like you’re going to see. I literally wasn’t talking that it was 20% of the deck. There’s a lot more. But I appreciate you guys. I love seeing your faces. I love who you are, because if you’re attracted to Nazar and part of this organization and you’re attracted to Robert and Mike and Craig and Shauna and some of these individuals that I know very, very well, then you’re my people.
Bill Pipes [00:55:33]:
You know what I mean? And I wish you nothing but just the most massive success and abundance and fun that you have in this entire process. So, RMac, I’ll turn it over to you. I’ll thank you guys for your time. Now, here’s the key. Do something with the shit that we talked about today. Don’t just have it be a webinar that you attended. Have it be something that you went, okay, I’m taking action on this. All right? And the way you do that is by write the shit down on what your number one action is that you’re going to take and execute immediately on it.
Bill Pipes [00:56:03]:
So thank you, Robert. I appreciate you guys.
Bill Pipes [00:56:05]:
Thank you. Bill.
Robert Mack [00:56:05]:
That was incredible.
Bill Pipes [00:56:07]:
Thank you, coach.
Robert Mack [00:56:08]:
Yes.
Bill Pipes [00:56:09]:
Thanks, Bill.
Robert Mack [00:56:09]:
We’ll have you on again, Bill. Definitely send me those slides and I’ll share them with everybody. And today was awesome. Thank you again.
Bill Pipes [00:56:15]:
You guys rock. I wish you the most success and abundance. See you guys later. Okay. Grow, baby. Let’s go.
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