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The Brian Buffini Show
S2E368 How to Generate 85% of Your Leads in Just 180 Days: The Blitz Blueprint with Brian Buffini
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Welcome to It's a Good Life, where it's all about helping entrepreneurs think, feel, and do better. Today we have a special treat for you. Brian, live on stage from a recent event. Let's listen in. How y' all doing? Good to see you. Thank you. Thank you. Thank you. All righty. Thank you very much. The top of the morning to you. And as Eddie Murphy said in Trading Places, merry New Year. Merry New Year. Anybody ready for a merry new Year? Now, I'm going to say this personally. In my 58 years of life, I genuinely have had the attitude that I'm thankful for each day and that I know that each day I'm given is a gift from the Lord. And I never say, man, I want this over and whatever else, but I'll just say this. I am sure as hell glad 2025 is over. That was a lot more work than it needed to be. Can I get an amen? So I am excited about the new year. We talked about some things. How many of you got to see the bow predictions? Can I see your hands? All on the remote Audience, Can I see your hands? How many of you saw bold predictions a little time ago? Otherwise, I got to start over and tell you all the stuff I told you then. What is it? Come on. Linda Baker, did you see the BO predictions in December? Linda? You did. Okay, baby. That's good. Okay, let's see. Catherine, what are you having? What are you eating? What is it? Can I see this? Let me see it. I just want to see what's in the bowl. Kathryn's currently turned off her screen and hiding in front of. That's okay. That's okay. Buffman's watching. Okay, great to be with you. We're going to have a good time. We're going to get you fired up and ready to roll. Delighted for all of you who joining us. And here's the deal. I love this format. I saw this technology a little over a year ago, and I thought I can have an intimate experience and a meet and greet and connection with some very, very special people. And at the same time, we can impact and improve the lives of a whole bunch of folks in an economical and effective way. And so we're going to do that today. And for all of you who are here and all of you in watch parties, I see the watch parties. I see them on the back wall there. Great stuff. I appreciate you guys doing this as a group and connect and it's going to be very, very helpful as we talk about launch and the blitz here today. You know, when I do the Irish blessing, may the wind always be at your back. Well, the wind was kind of in our face for a couple of years. Okay. Fair to say the media didn't cover it. And the reason the media didn't cover it is this. It's only a real estate story if consumers lose money. The reason why 2007, 2008, 2009, all those years were so it was foreclosures and a 30% drop in equity for homeowners. 30% drop in the value of their homes. That's a national story. What's not a national story is realtors not making money. Nobody cares for us. Nobody knows the commissions I haven't seen. Nobody knows my sorrow. The only people who know it is usually it's not a story. The only story now is, oh, buyer affordability. Because it's about the consumer. What have we endured the last three years? The lowest number of sales we've had since 1995, with over 85 now, more million people living in the country. So all economics is supply and demand. There's a housing shortage still vast. More people living in the country, and we had 1995 sales. It's been a tough go. If you're here today and you are in real estate, if you're watching in all over North America and in the 11 countries that are tuning in today, all 35,000 of you, here's the deal. You made it. And the thing about it is, it's hard. People do not become rich following the crowd never happens. People never become successful following the crowd. It never happens. You get fat, broke and miserable following the crowd. In that order, by the way. You didn't follow the crowd. We're going to get into some data. We'll talk about 20% of the agents leaving the business. We're going to talk about the people who are giving up, moving on. I never celebrate that. But I'll tell you this. This business belongs to the people who had the courage and conviction to stick it out, treat their customers well, and wanted to make this their career. Not something they stick their toe in the water on. And like I talked about in bold predictions, when I give you guys that stuff, I'm already certain because I already know the data that's happening the day I deliver it. So let me give you. It's already happening. It's already happening. What I talked about is already happening. Applications, we're going to drop some info on you today, and we're going to drop it like it's hot. Mortgage applications to Buy a home rose by 16% as 2026 kicks off. We are 22 days into the month. Oh yeah. 2025 was about learning. 2026 is about dropping the L. No offense, but 20% of the L's are leaving. We did the learning last year. Now we're going to do the what. What happens when you drop the L? It's about earning. It's time to earn. It's time to build up, back up the reserves. It's time to get ahead. It's time to grow the net worth. It's time to invest while everyone else is running for the hills. Nobody gets rich at the peak. It's the people who have the courage and the fortitude to buy when things are tough and things are tight. That's why Buffini and company I have been through this 40 years of my life in real estate. I made more investments in the last six months in my company than I have in the previous five years. You'll experience one of those investments today. Drop a little investment into all of you with a brand new program called the Blitz that for all you members is free to go. I got three major points for you today because that's how many points a Realtor can remember. And we also have some lenders here today. And we have a little love for the lenders in the Blitz too, by the way. So here's your three points. Number one, we're going to talk about the ultimate year in real estate. I'm going to go over it quick, but I'm going to show you a little different piece to it that maybe you didn't hear in December and also might be few folks who didn't have the good sense to join me in December. You join me today and I'll help you with that. A little frisky when I get more than six hours of sleep. We're going to talk about the restaurant cycle. You're going to learn from a person from Alaska, a man from Finland who took a scientific approach to the most obscure sport in the world. And it's actually the science behind how we coach a buffinian company. And we're going to share it as we've refined it with all of you. And then we're going to talk about the power of process goals. I've taught 4 million people how to do goals. I've had 4 million people write goals with me in person in my 30 year career. And today we're going to do a type of goal we've never done ever. Very short, very sweet. We're going to talk about process because when you're under the gun and you need to change behaviors and attitudes and so on and so forth, you just need to focus on what's right in front of your nose. So I want to talk to you about those process goals. We've also got something real special for you, real special for you, because I'm going to come at you this morning with a productivity plan, your process plan, and a performance plan. But I also know this. In all of my adult Life and in 30 years of coaching and training people and traveling all over the country, I've never seen people hurting so much. And I'm not talking about just the money or the business. Just a lot of people are just out of sorts. And it's like there's just the politics, the division, the social media stuff, the psychology where people are at. Just a lot of fundamentals of great human nature and kindness and grace are kind of lacking. Would you guys agree with that? And I just see it. I see it everywhere I go. I see it in relationships I have and families I know. And just everybody's just a little more tense and a little more uptight. There's a lot more anxiety and a lot more frustration. Would you guys agree with some of those statements? So I put together the best that can be put together. The ultimate year in real estate. Here is the thing. How many of you have ever heard me talking about personal notes in my history? How many of you have heard me talking about Popeyes and calls? How many of you ever taught me about working a database and building relationships? Well, for the rest of my career, you'll be hearing me talking about the ultimate year in real estate. And the reason being is we've done a lot of things in 30 years. My natural bent is as an actuary, I, like, have a little scientist, quirky. But we've studied what we've been doing. We've been studying the patterns no one's ever coached on the scale in any industry ever. Nobody's ever coached on the scale and the scope and in the intimacy that we have. And so we've broken down the science of this business and the science of how people act in this business and how to get the highest performance while having the greatest quality of life. And I'm going to share a lot of that stuff together. Many of you will have pieces of it together. But this ultimate year in real estate is bringing it all together. And it's got many, many, many, many applications for people who come and start with us at the beginning and people who've been with us 20, 25 years and beyond. The Alzies are here. They've been with me 30 years in coaching boys and girls from Bear, Delaware. 30 years, baby. That's how much they like Beverly. So a little stat here. The national association of realtors. Now approximately 240,000 members will walk away this year. They're saying maybe as many as 100,000 might do it the year after. Because they're waiting for the market to change and the world to change and for politics to get better. Do we have anything to do with that as Realtors in our local community? No. We're gonna leave all that stuff there and we're gonna put all the stuff we can control right here. Dr. Yoon and I've had a series of conversations lately with Dr. Yoon. By the way, I didn't realize our presentation last December would cause such a stir. And it caused quite the stir, which I kind of like. And it also exposes how much garbage there is in the marketplace. I'm gonna talk a little bit about that today. I will just say this. Dr. Yun is like, he said this to me. If there's not a double digit return in the market this year, he's I'll probably resign. That's how certain he is. Now, again, bombs could fall and whatever else, but just market conditions. Every time there's been a rebound, it's always been double digit. Every scientific approach to it. And I've gone through this data just obnoxiously, obsessively. It could be as high as 20%. But we wanted we settle on the lower bar of 14%. How many of you like the idea that the market's gonna rise by 14%? How many of you think you're a little better than average? Could I see your hands? So if the market rises 14%, your business better not rise above 14%. My business is certainly not gonna rise 14%. My staff are watching. Many of them won't be with me next year if our business rises by 14%. That was supposed to be humorous. 14% more sales, 20% less agents. Here it is. You ready? It's already happening. 16% applications up in January. What happened in December? Now what will happen is this. You'll see a story like this. Pending home sales went down in December by 9%. Here comes Dr. Gloom. That's because October sucked. You understand? A text without a context is a pretext. There's a lot of clowns on social media, but popping stats and spreading misinformation because they don't understand the information. Here's what happened in December. Existing home sales, sales buyer, seller, deal increased by 5% in December before the rates went down. Are there any capitalists watching me today? The rates did not go down in December. Sales went up 5%. Is there a psychological thing? I told you guys, in December, third rates are going to pop between 6.2 and 5.862586258. Got lambasted. Two weeks later, 5.99. Big psychological breakthrough. Under 6. Would you guys agree? Gives justification. Who's a good justification to sellers? We're going to have more supply. Do buyers want to buy? Yes or no? Okay, here's a quote. John Wooden, the greatest coach of all time. When opportunity knocks, it's too late to prepare. When opportunity knocks, it's too late to prepare. Boys and girls, I'm taking tens of thousands of people on a journey starting today. The train is leaving the station today. We start blitzing when? Today. And I hope as many people want to turn around their business. Come join us. But it starts when. So let's talk about these three things real quick. First, the seasonality of the customer. This has always been the case in real estate. One of my favorite verses. I'm living this right now. For everything in life, there's a season, a time for activity under heaven, a time to be born, a time to die, a time to plant, and a time to harvest. I got seasons going on. I got grandbabies coming in a couple of months. I got another one of my kids just got engaged. Life is changing, okay? Mom and I are in a very sweet spot in life. And we're getting to visit our little home outside in Hawaii more often. And we're gonna downsize from whatever downsizing looks like for my wife, from gigantic to just enormous. We're in a different season in life. And seasons in life are challenging and enjoyable. And all seasons come. There's a time to plant and a time to harvest. What time are we in right now? What's that? Plant. Pity the fool. Mr. T used to say, a pitied fool who doesn't plant, who expects a harvest. What kind of farmer doesn't plant and expects a harvest? You know what people who don't plant and expect to harvest do? They complain. Many of you have teams. You have some underperforming agents. They don't want to plant, they won't harvest. It's impossible to harvest if you don't plant. God doesn't do those kind of miracles. He does all kinds of miracles. But you reap what you this is a season to what? And it starts when? Right now. The duly curve. We talked about this for a long time. 1952, for 67 years the real estate business looked like this without fail. Along came Covid and everything got turned upside down. Along came people doing their very best with government stimulus and free money and 0% interest rates from the Fed. Everybody was doing their best. We hadn't had a pandemic since 1918. That's important. There were tons of mistakes made, but people were trying to do their best. Not all of it worked out so cool. Agree. And what happened is this cycle of real estate got turned upside on its head. What you are going to experience and what I have put out there for the whole world in 17, 18 years of bold predictions is that we will return to the seasonality of the business in the duly curve. I put my entire 40 year reputation on the line to say it and I do it with absolute certainty. And it's already happening. Spring selling season. How many of you have ever seen that, by the way? How many of you are seeing a little life in the market, in your market right now? Let me see your hands. Yeah, yeah. Now here's thing. People have got to start believing me before it freaking happens because then it's too late. 40% of customers list their homes in that springtime right here. We get to 20 in the summertime and that's the traditional back to school type deal, downsizing, things like that. And then we have to finish the year. A lot of older clients tend to do it near the end of the year. So there's a seasonality of the customer, It's a wave, it comes in waves. People want to take. And there's a bunch of publicly traded money and PE companies in real estate and these people do not understand waves, okay? They go to Columbia University, they know how to do PE and ratios and price and capex and all that type of stuff. And they go, here's our margins, here's our price. And they do these straight lines on their spreadsheets. Well, real estate is no freaking spreadsheet, boys and girls. Real estate comes in waves. Real estate has emotion all around it. Real estate is directed by self employed people who are unhirable and in any other environment they think job is a book in the Old Testament. They think showing up is kind of optional. But they're awesome because when the crap breaks out, man, are we at our best when there's a fire. Nobody better when it's calm, we start a fire because there's nothing better. Spreadsheets and capex don't work with the real estate mindset. And by the way, the people on Wall street own all the companies, all the companies and all the supporting companies today. And they don't get real estate. I've met with them all. I've had conversations with them all. They don't get real estate and they don't get real estate people. You got to get it, only you have to get it, and only your customers have to get it. This is how the rhythm of the business works. But wait, there's more. This is how the leads have to come in. We got to have leads right in the rhythm of this business. We got to have the leads. So let's take a look. So if this is when the fish are biting, should our hooks be in the water at that time? Yes or no? So you can get grace. It's like, hey, kids, I got your Christmas gifts January 22nd. Let's put up the lights. Oh, there's no trees. Let's chop down an oak. It's kind of missing the point. Would you guys agree? Seven weeks after your birthday. Happy birthday. Okay, okay. Timing is important. There's a season and a rhythm to this business and the customer. You have to do it now. Let me say this, listen. We've broken it down to a science. We've broken it down to a science on what happens week by week by week inside each one of these three cycles. We've been coaching people for 30 years. We have the data that nobody else has. We have the understanding and we have the emotional and real world intelligence of coaches in the field. I'm telling you right now, you take any coach of Buffinian company that's been with us more than 10 years, they know more than any CEO that runs a real estate company in the world. Facts. Here it is. This is when we got to be getting the leads. So we got to be doing this in the summertime, we got to be doing this in the fall. That's when the leads, we've got to have our hooks in the water when the fish are biting. This is when the fish are biting. We have three blitz programs at the feening company. We relaunch in the blitz. Why are we relaunching the blitz? Two things. One, because the rhythm has gone back to the rhythm of the market pre Covid. And two, it's very hard to teach people who don't want to listen when you're all, we're getting 27 offers on a house. Three days into listing it multiple offers, no negotiation. Take as is, no inspections. Very hard to teach people to do the fundamentals. Would you guys agree? It's like we got all got. And I happened at Buffinian company too. We all got rewarded for not doing the fundamentals. And by the way, this happens in every industry, in every culture. When the market rises and you get a hot market, what happens? The fundamentals go away. The fundamentals went away in Buffining Company. The fundamentals went away in many of your businesses. So then what's happened is because we all rose with the hot market, then we go down with the bad market. And then we go. We're waiting for the hot market to return. The market we're talking about in 2021, 2022, we will listen to these words, never see again. Those circumstances will never happen again. There'll be hot markets, there'll be booms and busts. There always is. But we'll never see the conflagration of circumstances hit us like that ever again. It has never happened before in 130 years. Didn't happen even in the Great Depression. So if y' all are waiting for the rates to go back to that and for 27 offers on every house and no inspections and 0% interest rates from the Fed, maybe if you're going to wait, maybe leave, because more pain is coming your way. We rebuilt the blitz, invested a million and a half dollars. I'm going to share this with you. It starts today. We have a team, Daka, Buffini Co. Led by David Lally, Michael park and his. An entire team of people leaning into the coaches that have built this thing. And it is freaking awesome. And we're going to get you going for how many days? Sorry? Can you do anything for 75 days? Would you be willing to change your career for 75 days? Could you put head and rear down for 75 days? That's all we're asking. We'll worry on the next one when we get there. All we need you to do is focus for 75 days. It'll change your mindset, it'll change your modality of your day, it'll change your results. It will change your motivation, your attitude will change. Your spirits will lift if you plant the seeds. I'm not asking you to wait till fall. I'm saying if you plant the seeds now, you're going to get them in February. Just a few days from now, there's going to be a summertime one where we're going to have the summertime surge and it's going to be kind of fun. This is when a lot of agents have a summertime slump. And then we'll have the finish the year strong. But wait, there's more. Hey, we're going to help you generate 85% of your leads in 180 days. Now, I'm going to be talking about the restaurant cycle in a minute. Ultimately, why, the reason why people never really put the gas on, never really go hard in real estate is because it seems like it's a perpetual business. I'm working every day, My phone's on all the time. They call me on Sunday, they call me on Saturday. It's seven days a week. And so what happens is we get into this low form of actual performance because we think we're on all the time. It's this perpetual business. And I'm going to show you today the science. Human beings don't work like that. Human being work in what? In waves. Brain, what are they called? Your breathing is done in a pattern. The ocean, what is it called? Waves. The earth is made this way. You're going to see these waves as we talk about. It's even in our DNA. Our DNA are not straight lines, Mr. Pe. DNA are not straight lines. DNA are what waves. And our activities and our efforts need to be in waves. So what happens? We're going to get after it. We're going to do lead gen. That's our little blue line right here. We're doing the lead gen. That's where we do the mailers and the calls, the popeyes, the notes, do the whole thing. This is where we do our work and we generate the leads. Now, what happens, Lord willing, if you generate leads? Has anybody here ever sold a house? If you generate a lead, what might you get? You might get a customer who wants to. Can you show me a house? Hey, could you put my house on the market? By the way, when you get a transaction put together, isn't that the end of it? Oh, no, we got a deal. I'm going to the Ozarks, send me a check. Isn't that how it works? Here's the deal. That's how it's trained. The vast majority of people who train in real estate today never sold a house in their freaking life. They never sat at a kitchen table 1147 times and closed a deal. And so what happens is, here's all the books and social media that tell you how to do it, and they say this, you're going to have miracle mornings and miracle days and miracle afternoons and miracle everything. And you're just going to be up here all the time and you're going to do four hours of lead generation every day like a freaking robot, no matter what happens. Oh, by the way, when the leads come in, nothing changes. Nothing changes. Nothing changes. No, no, no. I got a house to show. Legion comes down. Yes. There's so many hours in a day. Oh, I got some listings. Got to do a little promotion. Got a little marketing. Got to do a little hand holding. Little time, less for the lead gen. Oh, by the way, I gotta do a little counseling. I gotta turn into Henry Cloud. Yes. Don't jump. Don't jump. The appraisal will work. Don't jump. Don't jump. Honey, put the gun down. I got you. Fellow agent. What happens is when the transactions come in, there's less time for the other stuff. Does that make sense? Yes or no? So that's why we. During this period of time, the rhythm changes. Look, we got the leads. And then the trailing effect is the transactions. Now, what if I just do what the typical realtor does? I did the lead gen. I got the transactions. I do well. I close the deals. Now I have a valley. Big, big month. Big, big month. What's in the hopper? Nothing. How many of you know somebody like that? So we're bringing back something that has been perfected in the coaching program that I've been working on. It's been a long time since I got a chance to do something new all over again. A principle I first taught in 1999, but has been perfected by our coaches. Didn't wait for me. They just said, hey, Buff, we don't have time for you to get your act together. We're gonna do it. And so here it comes. The Duplicare system. Now, I'll just present it. Well, that's all. And I'll make it seem like it was my idea. The Dupli Care system is while you're serving the client, you're gonna generate referrals from them. My mother, living in a small house. 720 square feet, eight of us. We're going upstairs. She used to say a little phrase. Can you guys remember what the phrase was? Make a trip work for you. And in a house of five boys and a girl, you have to remind them to do chores. Boys. And so we're bringing the clean clothes and the pillowcases and the sheets and whatever else upstairs. And we're coming downstairs to bionic hearing. She could hear the creak in the steps. She'd say, what? Make your trip work? For you, which is bringing down the laundry and whatever else. How did my mother keep such. And you could eat your dinner off the floors. Spotless house, tiny house, five boys, hurricane boys. How'd she do it? She made her trip work for you. How are we going to help you? What's the phrase? Make your trip work for you. When you do the lead gen and you don't have as much time for the lead gen and you're doing the transactions. Here's what we're going to do. We're going to introduce some cool little techniques and things like that where you're going to sometimes do things less efficiently instead of can I send you over the docusign? I'm going to deliver you the documents in person. It's called a pop buy in our system. And we're going to bring you something cool and something custom that helps your emotional need and makes you know that we're in your corner and we're giving you extraordinary surface. The white glove treatment. And boom. You're going to get two referrals from a buyer or one referral from a seller while you're working for them. So you don't have the time for the transact that lead gen as much. You'll still write a few notes and do some things like that. But now all of a sudden you make your trip work for you. I'm doing the transactions, but I'm filling it in with this duplicator system. And it's real. This is real. I lived the world in real estate. We coach the world in real estate. This is not some jargon in a book from someone who never did it. Are you hearing me? You can have high supply of referrals all year long while transitioning your emphasis and different seasons on lead gen transaction service and then duplicate you with me. And then we're going to get organized. Now we'll be doing a little organization and coaching. Does this all the time. But for the general pop. End of year, beginning of year, organization, reevaluate, reorganize plan. All right. This is the season we're in for 75 day lead generation. The prep module started two days ago. Prep module's pretty easy to do. It's a couple days work. It's nice and gentle. The real blitzing starts January 26th. What day? How many of you have already done a little bit of the prep module in here? Of course. Teachers, pets. Those of you don't know what I'm talking about. We hope to get you on board or watch us in the Distance. So here's what it looks like. Brand new blitz. So it starts off with me. Here's the weekly theme. Listen, listen. The weekly themes are what we have seen to be the specific action that produces the most results from 30 years of coaching. We went to Gordon Ramsay's in London, and I would never really be Gordon Ramsay. My son Alex is always impersonating, walking around the house. He's like, where's the lamb sauce? And he's always doing Gordon Ramsay. So we kind of went to Gordon Ramsay just kind of to stick it to him because he didn't make the trip. That's our love language in our home. It wasn't the best meal I ever had. It was one of the best experiences I ever had. And the sommelier comes over. We're not big wine people, but. And my wife, who doesn't drink at all. I got my 21 year old girls liquored up. That night was amazing. And the sommelier comes along and I've never seen. So he picked this out and the cheese guy picked this out. And it was like, what the heck just happened here? The service was amazing. You go up to go to the bathroom and they escort you along and your napkin is gone and this and that, and it comes back and it's all. It was freaking awesome. Whatever is. I don't even know what I paid. It was worth it. So I asked the Somalia, how you guys all so good? Like, when did you guys get this good? And he goes, I don't know. We're doing it 30 years. He goes, we've been trained. We have a structure. We developed. Everyone who you saw, met with tonight has been here at least 30 years. There's a steakhouse in the Bellagio like this, by the way. It's pretty good. It's not Gordon Ramsay, but the service is like that. And they're kind of mob version of that. So every week that we give you in the blitz is scientifically connected to what people can do. We know how much to give you and how much not to give you. By the way, the greatest thing about how we construct a program is what we don't overload you with. It's all about what people are going to do. So each week there's a weekly theme. Yours truly gives you kind of the marching orders for the week. Then we have actual real world agents in the field. And we got a couple of folks from San Diego who we work them like dogs and real agents doing real dialogues, not some kind of Mickey Mouse thing where you say this and I say this and everybody's happy. And there's some new dialogues and some new tweaks for today's market. Okay? And so they're here with us today. We have Maria and John Zimmer. Can I get you guys to stand up for us, please? Maria, Martin, John Zimmer's in the back. They did all the role plays. They've done a great job. They had to work very long hours. And we want to thank you guys. We want to bless you guys and we want to send you guys referrals. Okay, Great stuff. And then what happens is Brian gives you little action steps for the week. And then we put it all in our handy dandy. What? Little blitz book. Okay. Okay, now we have. You can put it in the our CRM. You can put it in your own CRM. You can write it on the bathroom wall. I don't care. But I want you to carry this thing everywhere you go. I want you to wear this sucker out. It should be dog eared. Okay? In your purse, in your wallet, everywhere you go. Brush your teeth, grab your blitz book. Okay? I know if you're naked, there's nowhere to put it, but you know, just keep it with you. Handy dandy blitz book. Have it with you everywhere to go. Okay, Little prep week. Again, pretty simple. And then we have this laid out. Every single week is absolutely the activities to do for that week. We are the most trusted gold standard in real estate. I'm going to ask you just to Trust us for 75 days. Many of you have trusted us with your lives and your families and your kids and bringing them to our events and listen to our content. And it's the greatest treat in the world. Here's the deal. Each week, whether it's laying the foundation or the referral recipe or dialing for dollars or practice makes perfect. Let's do dungeons. We've tried to make it entertaining, short, sweet. But every week moving buyers off the fence. Need a little help with that? Okay. All the different pieces all the way across each week laid out. I know what to do, how to do it and the way to do it. And it's done in such a way that it's not 42 tasks dumped on top of your already overwhelmed lives. We've done this for years. How many of you participated in the O Blitz? And the O Blitz was about. I'd say it was about 30% of what this one is in regards to its engineering and execution. And it averaged one transaction extra a month. We actually now we think this is again not the easiest market of all time. Better market than it's been. I think we're going to blow away these numbers. One extra transaction a month. Average sales price in America, 439. I was talking to some folks from Toronto yesterday. Little higher average sales price there, Carol. How many of you have a higher average sales price than that? Can I see your hands? Oh, most people do. If you do one extra transaction, is that more or less income? More. Average commission. Remember all the lawsuits and all the kerfuffle commission rates went up last year. Average Commission in America 10 grand. $679,000. That's what doing the blitz, planting the seeds, doing this stuff will be 128 grand. How many of you are members here with me today? Let me see your hands. This is our gift to you. We invest in all of you watching who are members. This is our gift to you. We spent a million and a half dollars. We're going to gift this to you. We're going to help you with your business. We want you guys to do together. And all we ask in return is what if you know someone who's in need of change in their business and change in life, we'd appreciate your referral and we promise to dedicate ourselves to serving them in a wonderful way, treating them like a first class passenger on our airline and giving them an extraordinary experience like we've given you. And we appreciate your referrals and we thank you for them. All levels of membership, this program is included. We've introduced a brand new membership level I'll talk to you about, but all you members, if you haven't done it, here it is today, right now. I give you permission to jump off the broadcast right now. Log into the members area and go to the Blitz central. Go get your gear, go get your stuff, go get ready. It's free to all our members. It's included in your membership. It's our investment into our best relationships. Like I'm encouraging you to invest in your best relationships. Go see your best people, go give them the nice stuff, go have a lunch with them, go have a coffee with them, bring them Popeye gifts. Invest in your customers, deepen the relationship. And when it's appropriate, you say, oh, by the way, I'm never too busy for any of your referrals. Now if you're brand new to Buffini or you've been off and on the wagon or wherever you've been, we introduced because what we want to do is we're going to heighten and are heightening our level in our coaching service. Our coaching service is going to continue to grow. It's going to feel even more like a country club. It's going to feel an extraordinary experience for people we coach. Not everybody's ready for that commitment financially and personally. And we want to have very qualified people to work with, our very, very experienced coaches. So we developed this membership level which we've never done before. That's why this membership level is not called the Blitz for a reason. It includes the three blitz, it includes the Duplicare system. By the way, the Duplicare systems are going to be like a blitz program. Again, videos and what to do and how to do it. And again, a little easier because some of you will be taking trips and vacations and whatever else. But there's three Blitzes, there's two Duplicare systems, and then we'll do a little thing on organization. But we also have people who are not super familiar. How many pretty familiar with working by referral. Can I see your hands? Some people are just starting out. So what we developed was a core level of membership where all the blitz and duplicator is included. And we've also included some extra training on how to work by referral, how to sort and quiet database, how to actually do the system that has transformed this real estate industry and the highest producing agents that exist. So that's called the core membership. It's 99 bucks a month. Okay, 99 bucks a month. Here it is. This is the extra dollars because I have six kids whose face Ben Franklin. Anybody know what Ben Franklin was first millionaire in America. A hundred bucks a month for 10 grand. 100 bucks a month for 10 grand. 100 Bucks a month for some momentum. 100 bucks a month for some confidence. 100 bucks a month to turn your business around. 100 bucks a month. I'm telling you right now, 100 bucks a month into 10 grand. The only place you can do better than that if you become a drug dealer in Colombia. And right now I'm not so sure they're gonna be around too long. So what we have is a big organization, the ability to do these kinds of things for people. What I also hope is this. And by the way, just so you know, if you think when you do the math and you do a million and a half dollars of investment and this thing's 100 bucks a month, there's actually no way for Buffini to make money with this. Well, that's true. What's my goal with the Blitz? I Want to bless our members and get you guys producing and doing it, connected as a community, as we build up our community. That's the number one. The number two goal is to get people up and started and getting cemented and getting some sales and getting some confidence. And the goal is, man, this system works, man, I'm doing better. And one day, they might want to become a coach client. Is that fair? So I'm telling you up front, those of you who sign up today, and I recommend you sign up today. Even the dude that's on the phone there, I recommend that you guys sign up today who are new, get it going, and my hope is you'll do the system the way we've designed it. And when you make a bunch of sales and when you get your extra sale a month, then you need to know what coaching is, which is how we help you have balance in your life and grow your business. Have balance in your life while you grow your business. That's what coaching does. So that's what it's about. Objective, laid out. What does 100 bucks get you? Maybe dinner for two. That wouldn't get you appetizers at Gordon Ramsay, but maybe dinner's for two at, like, Chili's and no tip. Water and ribs. How about two weeks of lattes? Uh. Oh. Got a little close to home there, did I? Robert Kemp almost choked. Am I going to have to give up a latte? Not all the lattes, but just some of the lattes don't. So have a lot of lattes. A little lattes and a lot of Blitzen. Maybe two tanks of gas outside of the state of California. This is what I'm talking about. You know, we just opened up the Therese Buffini executive boardroom at Buffini and Company. It's beautiful. If you have a chance to come by. She was on every podcast for all those years and a huge influence. But my mom had a lot of wisdom, and she used to say this. A little nursery rhyme she'd sing around Christmas time is my view towards people investing in the blitz. And she'd say, this Christmas is coming. The goose is getting fat. Please put a penny in the old man's hat. If you haven't got a penny, a halfpenny will do. And if you haven't got a halfpenny, well, God bless you. For you Americans, a halfpenny's half a penny. So you don't have to Google that while I'm talking. And if you don't have 100 bucks, I understand. God bless you. It's the best I could do for you. But for the rest of you, hey, get off the schneid. Get your ass off the couch. Do the frickin blitz, okay? Put up a hundred bucks. Stop being such a wuss. Get your ass back in the game. Get your ass back in the game. If you want to be in real estate, be in real estate. If you're going to sell real estate, prospect and present for real estate, do a great job for customers, generate referrals and live a great life for your family. I'm a schmuck painter from Ireland who came here with 92 bucks in his wallet, got in a motorcycle accident, 250 grand in debt. And this business and this system drug me out of that hole. Changed my life. Changed, changed my family's life for generations and allowed me to impact the lives of millions of people all over the world because I was willing to do something I don't want to talk to people who aren't interested in doing. Okay, so here it is. 20% of people in the real estate business made over 100 grand last year. A lot of things going on in social media right now, like charts like this. There's like 50 different social media posts about this one here. This is all over the place. This is not true. Every major social media person in real estate, this crap comes out and God bless them, they all want to talk about it. It's just not true. There's no part of it that's true. But let me give you a stat that is true. Only 20% of people in real estate made over 100 grand. What does it mean? You had expenses, broker fee, all the expenses of running the business. The good news is you didn't have to pay a lot of tax. So you kind of stuck it to the man. You better be in the top 20% or you get to be in the 85%. That leave everybody with me. All right, here we go. Hundred bucks gets you in the blitz. Get going. Those of you who are in membership, this is our gift to you. Just because you get a gift doesn't mean you use it. Okay? You got to commit. Now. I want to talk to you about how to do it while having a life. It's called the restaurant cycle. I've showed numbers like this many times. Gross commissions in gnar. GROSS commissions with BuffCo. But the thing I want to show you today from our coaching program is people are doing almost nine times their competition. But watch this. They take an average eight weeks off. How do you do more and take more Time off. Sounds like a sales pitch. Sounds like an infomercial. Sounds too good to be. But what if it is true? How many of you in this room, by a show of hands, since you've met me, and our company make more money and I've been able to take time off. Can I see your hands? Okay. And all of you at home. So how does it work? Well, we came across a guy named Martin Bucer. I want to talk to you about him. From Finland, Kind of a scientific guy involved in the last great race in the world called the Iditarod. Ever heard of the Iditarod? So how the Iditarod race came about? Started in 1973. It's from Anchorage, Alaska. We have a couple of gals from Anchorage. Where's our Anchorage gals? Hey, hey. Here they are. All the way from Anchorage. Come on. So this goes from Anchorage, Alaska, to Nome, Alaska. And the story was. I first got exposed to this, actually, with my kids watching a cartoon. It's a little cartoon movie based on a true story. Any of your kids ever seen Balto? Awesome. Awesome. And it's the story of an entire village. Nome, Alaska. 264 kids. And they got. I don't know if it was smallpox or whatever, but something like that. And they were all on death's door. There was. It's, you know, long, long time ago. There was no way to get there via plane. There was no trains whatever else. The only way to get there in the dead of winter was sled dogs. And they put together a sled dog team. But they put this dog, the lead dog that turns out saved them all, was kind of a mutt. He's a bit of an Irish dog, you know what I mean? And his name was Balto. And this isn't just some Universal movie. If you ever get to Central park, one of the great treasures in America, there's a giant statue of Balto. Because Balto led that team a thousand miles across the. The most hazardous tundra in the world. And they saved every child in that village. Well, America is America. So when they have these great things, they immediately turn into a competition. And Americans then said, hey, how about we have a race? Let's do this. Thousand miles from Anchorage to Nome. And then, because Americans are Americans, let's have prize money, and then let's televise it, okay? And so this has become this nutso deal. And then, because it's Americans, let's be the best. We're number one. Let's train these little critters. Till they run into the ground. They actually developed treadmills to train the dogs to run 24 hours a day, to run all through the night. Just like a realtor, I'm available 7:24. So they worked 7,24, they raced 7,24, they trained 7,24. The average time in the first 20 years of this race to win the Iditarod was 20 days. Say that number. And the average life expectancy of an Iditarod dog was three years. They ran the dogs to death. Martin Busick comes along and he did what everybody else does, just like we all do when we get into business. We think the industry knows what it's doing, so we do what everybody else does. And Martin ran himself and his dogs to death. And he despised it because he loved the dogs. That's why he got into it in the first place. But he had this little scientific background and he started analyzing performance of his dogs and realized that if I rest these dogs, they can run harder. Just like we figured out in coaching a long time ago, we give time off and we encourage breaks and we challenge people to have a day off every week. And we encourage people to take little breaks in their day and we encourage people to plan their vacations and mini vacations and weekend vacations first on their schedule even before they do blitzing or anything else. So what did Martin do? Well, he's a four time consecutive champion. His average day in completing the race. How long was it before? Eight days. They stopped filming it for a while because here's the winner and we gotta wait 12 days for second place. Can you imagine how exciting TV that is? And his dogs lived on average four times longer. He was better, with a better quality of life, higher production and performance, higher enjoyment and satisfaction. Does that sound like what we need? Yes or no? I did a podcast on this called the Restaurant Cycle. I encourage you to download. This broadcast is free. Take this down. Season one of It's a Good Life, episode 33. And I did the restaurant Cycle and, and aligned it to real estate. It's a great thing to do while you're blitzing. We don't need you doing 24 hours a day. When you're blitzing. An hour, maybe an hour and a half max. That's pretty good. Five days a week. We don't have a seven day blitz program. The Restaurant cycle's built into that too. And like I said to you, the whole year is built into waves, brain waves, all that stuff. Look at it, look at it. It's a wave. And if you Turned it vertically, looks like a DNA strand. It's the way we're made as human beings. Systems are great for computers. Systems and structures are great for people when they're led from the people centered part of it. You have to have breaks in mind. Listen close. Florence Chadwick. Beverly first introduced this story to me. Transatlantic swimmer, brilliant woman. In the 1950s, changed the world. Swam across the Irish Sea from Ireland to England. She was going to swim from Catalina island to Long beach, which was not considered as hazardous to swim, but it had never been done by a woman before. And in the 1950s, there were sharks in the water. Little treacherous. She's fired up, greased up, ready to go. A boat with a gun for the sharks. Just like we need in real estate. A spotter to help her on her way, just like a coach. And she got in the water and for the first time in her entire record setting career, she didn't finish. People don't know this about Southern California, but we have. Sometimes we got weather. Our weather's different sometimes it's foggy in the morning and it doesn't get to 72 until 11 o'. Clock. You need to pray for us. Florence is swimming across and this fog set in this fog bank, the marine layer, we call it in California. And she couldn't see her finish line. And because she couldn't see her finish line, she lost energy. Why? Because human beings work in waves. You can't run like this all the time. Why do people hit the wall in the marathon? Because you've done all this work and man, I got five miles to go and you hit this wall. People hit this wall all the time and then they give up and they quit or they don't start because they're afraid of the wall. You need to know that. You got to have the brakes built in. It's got to work in rhythms. It's got to be human. And I want you to know that this has all been thought through for you. Florence did go back. She trained again. She made sure she had a clear day because she said, I gave up because I couldn't see my goal. I gave up because I couldn't see my goal. And Here she is, 1956. Look at that woman. I mean, this is a stud of a woman, a great mind. And if she did things that I could never even dream of, I mean, the Irish Olympic swim team is like, if you can float, you're in. You know what I'm saying? We swim like an anchor and float like a brick. The concept of doing this is unfathomable. But even her, and I'm married to a woman like this, if they don't see the goal and they think they're never going to get there, they run out of energy and even the great ones give up. So what about the rest of us? The blitz is about production coaching is about production and quality of life. Leadership coaching. How many of you are in? Leadership coaching Here is about team production, scaling your business and your quality of life. And I'm very proud of the eight weeks off we're helping you leaders get. For those of you who are here today, I got one more gift. You have a free broadcast here today. I got a free podcast for you and I have a free business consultation from the greatest coaching company in the world. And this is 30 minutes, the best 30 minutes you'll have in your business this year. And get clear on your vision, uncover what's holding you back, see what's working for others, discover the next steps. It's January. It's a great time of year to do this. I've been very involved in this and very involved in the re, even the engineering and the rebuilding of this brand new process. You all you members. This is now extraordinary and I want, I'm going to encourage you to refer it to your friends. 30 minutes, best 30 minutes they'll have in their business this year. It's a gift. We're investing in people. We hope at some point in time we've earned the rights to do business with them. You leaders for brokers. One of the things I've discovered in this down market is nobody's doing anything for brokers and team leaders. It's a rare, rare group you're running with. And so our Leadership people make 87 grand in real estate, but they cover a bigger burden. Our average leadership member last year did 915. And again, there's more expenses involved, there's more pressure involved. The thing I'm most proud of is our average leadership coach also took eight weeks off and most leaders don't feel like they're going to take a day off at all. And for those of you, and again, this is a very select group and I only have very select people who can do this. If you're a broker watching today, if you are a team leader watching today, I have a free coaching session for you. Go take a picture of it. Go to buffini.com BC Leadership. Go take one of those. Love to have you. Now I want to kind of flip gears with you because it's January. I know it's January 22nd, but I want to show you right now the power of process goals. And this is just a quick concept. Adam Grant is one of these kind of Martin Bucer type characters, very high performance guy, and he's a scientific approach to things. And he's been studying all the goal setting. And here's what he found. A key to progress is concentrating on process. What's the word? Where's my Canadian friends? How do you pronounce it? Process. It's the same word. There were 27 studies done on this behavior change goals. How many of you know that the way to succeed in life is to change your behaviors? Could I see your hands? Behavior change goals are three times more effective than outcome goals. I've taught a lot of outcome goals for a lot of years, and they have a lot of benefits. But right now, coming out of a tough market in a tough environment where there's a lot of negativity, what we're going to do is you make your business big by making your focus small. So Adam Grant is right. It's about process and setting short term process goals. I'm going to do the thing, and if I do the thing, I'm going to get the result. I gave you a story that wasn't quite finished last year, and I'm 30 years in this business, and I think, like, we have stories that have blow your doors off of transformational change and single moms and 10 kids and make your hair blow back. This is just one of the funnest things I've ever seen. Her name is Kimberly Stevenson from Cary, North Carolina. And we just have the final numbers in this morning. She set her 2025 goal to do 8.4 million. So that would be the moon. We're gonna put a man on the moon, bring him safely to earth by the end of the decade. We're going to the moon. 8.4 million in sales was her moon. Unbeknownst to her, she entered the data in the CRM incorrectly. Never would a realtor do that. She didn't realize it until they were well into the third quarter. Because what happens based on her goals, her average sales price, where she lives, it spits out the activities every day. So the CRM kind of gave her a lesser version of kind of the blitz book. So she just did the activities. She just did all the activities that came on her dashboard. This is what I'm supposed to do today. This is what I want to do. She finished the year with 13 million in sales. I thought it was a bad market. She beat her goal by 55%. Why? She followed the system and she didn't know what she was capable of. Do any of us? We're so busy protecting ourselves and our hearts and our minds. We have a sense of overwhelm. We're going to deal with all this stuff in this next section. We're so overwhelmed. We just don't think it. And we also don't know our true value. If we could only see ourselves the way God sees us with that grace that he has for us, not that judgment with these gifts that he created in us that we sell ourselves short on every day. And Kimberly made a mistake and made that mistake all year long until she finally figured out. And then she goes, I like this mistake. So all the way from Cary, North Carolina, Ms. Kimberly Stevenson is somewhere going to join us today. Here she is, ladies and gentlemen. Come on. It's the greatest story I ever heard. How to mistake your way to success. Kimberly, that's going to be your book. So tell us. Tell us how it happened and what you did.
- [55:13]
B
Honestly, I think, Brian, it's because of my coach. Lisa Barabecchio is so amazing. And we just kept plugging every two weeks on our calls, and we didn't know any different until third quarter. And we just kept plugging.
- [55:31]
A
And you. And the reason is you didn't see the results right away, Right. What happens when you plant seeds? You don't pull them up every three days to see if they've grown. Right?
- [55:41]
B
Right. I just would put in the numbers consistently and not really pay attention to them. Lisa would pay attention to them. And then we figured out, so it works. But I wasn't really thinking day to day about the data.
- [55:57]
A
So let me ask you this. When did you know you were having a good year?
- [56:01]
B
Probably when it was closing. After closing. After closing.
- [56:05]
A
Like, by what month did you go? Something's happening here, right?
- [56:09]
B
Probably July.
- [56:10]
A
July, July. Ladies, what month? When did she start? I might have something going. So you didn't know by. You started January 22nd. Jeff Schwein, you've been with me 26 years, buddy. You've seen this stuff before. You didn't know because you were doing the activities. Sam and Edith Elsey were going to quit in their first year of coaching because they didn't know. And then by the end of the year, they had increased their business almost what, six or seven times. So it's the process. And that's why you are the poster child for the blitz, Kimberly. And we want to thank you and allow them. Thank you for sharing your story. What's your one piece of advice for everybody watching? Because you didn't have it all together, you went thinking you were perfect. What's your one piece of advice? People are coming out. People are ready for a new year. They're ready for a good year. What would your advice be?
- [57:00]
B
I would say if you're not in coaching, it was the single thing that changed my business. So at least do the 30 minute call. You have nothing to lose.
- [57:12]
A
Thank you for sharing the story because here's the thing. This story can encourage more people than I can. So every day and every way ordinary people do extraordinary things. And you did an extraordinary thing. And I. And here's what I hope you know, you were capable of all this all along. And who knows what you're capable of next. It doesn't always mean, oh, you're gonna go to 26 million or whatever else. It means you're capable of even more. And keep leaning into yourself and keep doing your very best. We couldn't be more proud of you. We're excited for you and we thank you for your story because it's encouraged tens and tens of thousands of people. So bless you. Give it up for Kimberly Stevenson. Thank you, honey.
- [57:46]
B
Thank you, Brian.
- [57:47]
A
Great. Sa.