Tuesday Survive to Thrive Call - November 11, 2025 The Scoreboard System: How to Actually Hit Your Goals 🎯 For AI-generated transcript and summary, click here for the Fathom recording ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ MEMBER WINS & ENERGY: 🇺🇸 VETERANS DAY GRATITUDE across the board - multiple shoutouts to veterans and recognition of standing on shoulders of giants 🔥 MEGAN - Grateful for rock star people in her world after changing brokerages 2 years ago, realizing what she was missing before 🤝 BRIAN - Received thoughtful tamale offer from Megan (it's the little things!), got holiday pie email campaign launched after pushing through procrastination 💪 BIRGIT - Major professional transition completed yesterday, choosing "full foot on the gas" forward momentum instead of letting overwhelm win. Reminder: take care of your nervous system, growth moments can feel like danger but are actually opportunities 📞 VICTORIA - Had hour-long conversation with Megan that reignited her fire after 2-week motivation lull, back on track. "When you miss this call for two weeks, you lose your juju" 🎯 JOE - Grateful to be in a field where he can "step up to the plate and take a swing" unlike people who won't even try sales 🌟 SILVIA - Inspired by Global Conference in Miami, reinforced belief that "business is the best self-development program" - real growth comes through business, not just meditation ⚡ ANA - Conquered her biggest fear (making calls) after last week's training, already seeing massive business impact. Also hosting open houses getting 3+ unrepresented leads each time, scheduled 2 appointments this week from opens 🎊 YULIA - Checked goals during THIS CALL and realized she already hit her annual target! ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ KEY TAKEAWAYS: - You can't hit a goal you can't see - Only 2 out of 65 agents on the call had visible scoreboards tracking their production - Track activities (calls, contacts) daily/weekly, results (closings, GCI) monthly - focusing on activities you control guarantees success

Live Build: Custom GPT for Market Intelligence Reports (Beyond Traditional CMAs) 📹 Full Recording: https://fathom.video/share/vsdpHMxxzxMzrkh7H4E3zP5zzQvu4JyS (59 mins) The PDF attached has the full prompt instructions to build your own custom GPT --- What We Built Today We built a Market Intelligence Report Generator - a custom ChatGPT that transforms traditional CMAs into comprehensive market analysis reports that position you as the local market economist, not just another agent with comps. This isn't just about pulling comparable sales. This is about demonstrating deep market knowledge that distinguishes you in a skills-based market where buyers and sellers need expert guidance, not just access to data. Key Topics Covered: ✅ Live Custom GPT Build - Watch the entire process of creating a reusable AI tool from scratch using ChatGPT's guidance ✅ Data Integration Strategy - How to combine RPR reports, MLS comps, tax cards, and Google Photo albums into comprehensive analysis ✅ Google Photos Integration - Why publicly shared Google Photo albums work perfectly for AI property analysis (unlimited storage, easy sharing) ✅ Prompt Engineering Process - The exact prompts used to have ChatGPT create the custom GPT instructions for us ✅ Human Expert + AI Efficiency - Why YOU should select the comps (market knowledge AI doesn't have) while AI handles the analysis and formatting ✅ Real-Time Testing - Live demonstration with actual Maine property (62 Litchfield Road) showing the complete workflow ✅ Output Formatting Options - How to take the AI-generated report into Gamma, Canva, or Claude for professional presentation formatting ✅ Weekly Market Reports - How to adapt this same process for regular market intelligence newsletters that establish thought leadership The Process Flow: Gather Your Data: - RPR Property Report (download as PDF) - MLS listing details (download as PDF) - YOUR hand-selected comparable sales (you choose - download as PDF)

🔥 November 10 Survive to Thrive Call - Your Mind Is The Battleground For AI-generated transcript and summary: https://fathom.video/share/yYuigTsbPiM4RuZR2VstuCg-VFSyPptc KEY TAKEAWAYS: • The warfare is in your mind - not your checkbook, savings account, or job. Win the battle in your head and you can win it everywhere else • Stop watching from the sidelines - this market needs LEADERS, not commentators. Get in the mess and help fix it • First thought vs. second thought: You can't control the first thought, but you CAN control the second. Stop, Erase, Replace • Price reduction conversations require bringing in "the market" as a third party to avoid putting yourself or the seller under the bus • Sphere calls should transition with "What questions do you have about real estate that I could answer?" or "Who do you know that I should be in touch with?" ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ MEMBER WINS & ENERGY: 🎯 Joanne closed a huge community event over the weekend, walking away with perfect client relationships - meeting today with sellers who will both sell AND buy, staying in the community with family connections 💪 Joe closed Friday, set two new appointments for the weekend, and shared powerful insight: "If I spoke to my friends the way I speak to myself, I wouldn't have any friends" - remember to control that second thought 📚 Brian discovered Atomic Habits at Walmart (kids thought it was Dave & Buster's) - John confirmed it's a must-read that should be on everyone's list ⭐ Cheryl crushed 40 real estate reviews in THREE WEEKS after normally doing just 2 per week - that's the power of implementation 📖 Meagan shared a game-changing message about leaders vs. commentators that fired up the entire group ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ ROLE PLAY BREAKDOWNS: 💰 PRICE REDUCTION - The "Market as Third Party" Strategy Scenario: Listing has been on market 42 days with only 3 showings, feedback is negative, sellers picked the price against agent's advice

NOVEMBER 7 SURVIVE TO THRIVE CALL - Re-List Mastery: Turning Expired Agents Into Paychecks KEY TAKEAWAYS: - The Re-List call is one of the easiest paths to appointments - agents with expired listings often welcome the opportunity to recoup their time and marketing expenses with a 25% referral fee - Get sellers talking about their house early in the call - if you can break through the first uncomfortable 30 seconds and get them describing their property, they'll forget how defensive they were and start selling YOU on it - Use "what" instead of "why" - asking "what's got you thinking about your home's value?" keeps prospects open vs. "why" which puts them on the defensive - On home evaluation calls, offer three tiers: algorithmic (instant online), comps-based range, or detailed in-person walkthrough - let THEM choose the level of service - When an agent says they have an offer but are "considering it," assume it's not a good offer and ask "what does a good offer look like for you?" ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ MEMBER WINS & ENERGY: - Joe getting clear to close after weeks of mortgage insurance delays - closing Monday after CD already signed - Andre joined Zillow Flex after watching Emma's training and now showing properties consistently with multiple potential buyers in pipeline - Aravind at 65 days experiencing first transaction roller coaster - six offers and rejections but staying positive and learning from each experience - Brian implementing holiday pie program at boutique grocery store - clients order by 14th and pick up in person, creating face-to-face touchpoint during holidays - Michael recruited new agent to team directly from a realist call - proving these calls work for multiple revenue streams ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ ROLE PLAY BREAKDOWNS: EXPIRED LISTING - Getting Past "Not Another Realtor" Scenario: Calling expired listing, seller immediately resistant to another agent call Initial Approach: Agent identified property as off-market, stated they were local expert, asked what happened

🔥 November 5 Survive to Thrive Call - Master Scripts That Close Deals For AI-generated transcript and summary: https://fathom.video/share/NdFYNBgncu-kdcxLJ6UdDEzNSLzFtn15 ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ KEY TAKEAWAYS: - Master the 1-10 scale immediately after any objection - it isolates the real concern and gives you control - Commission objections are closing opportunities in disguise - use the exact script to turn negotiation into commitment - FSBO conversations have ONE play to run: "What does a great buyer look like to you?" - this positions you as the only path to qualified buyers - Scripts work when you memorize them EXACTLY as written, then practice daily until they become automatic - The difference between agents who close and agents who don't: PDR (Practice, Drill, Rehearse) daily on these exact words ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ MEMBER WINS & ENERGY: Amo: Grateful for being part of the Diller Group and for mentors who've guided her from loan origination and new home sales into real estate success Sean: Made the leap from corporate job despite everyone telling him not to - knew he'd hit a ceiling and went "both cheeks in" with two kids and a wife depending on him Brian: After 2+ years on these calls, price adjustment conversations aren't scary anymore - just got a $50,000 price drop with complete confidence Jacqueline: Finally hired an assistant and has the biggest pipeline she's ever had - on track to hit her annual goal and ready to execute during the holidays Carly: Brand new to the industry, invited by mentor Kim, ready to learn and implement ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ ROLE PLAY BREAKDOWNS: 🎯 THE COMMISSION OBJECTION - The Complete Script Scenario: You're at the listing table closing with "Are you ready to get started?" and hear anything but "yes" John's Complete Script (Word-for-Word): Step 1 - Isolate the Real Objection: "On a scale of 1 to 10, 1 being you don't like anything I said and you can't wait for me to leave, 10 being I'm the right agent for the job - where are we?"