Albert Garibaldi sells a ton of homes while still having a life. Yes, it is actually possible to have balance. However, the balance requires a ton of discipline and this is how he does it. This is the second of two episodes with Albert. You can find part one here.
Agent: Albert Garibaldi
Market: Silicon Valley area
Steal His Ideas:
- Create balance in your life to be successful in business
- Consistency is the key to success
- Commit to 2 hours a day to follow up with past clients
- Commit to 1 hour a day of lead follow up
- Be a “connector” and “facilitator” in your role as an agent
- Make discipline in all areas of your life part of your job description
Albert’s discipline in all areas of his life contribute to his success. He commits to having health and balance at all times. Each day, he makes sure to take part in family activities (brining kids to school), in his health (he makes working out part of his job description), and in his business (constantly lead generating).
With each call, add value, bring passion, help people out. Do that with each call and you’ll get “truckloads” of a return on your investment in time.
He is constantly going after it. He says “don’t wait!” Social media (etc.) is fine and good, but he gets business from being in the driver’s seat and making things happen by picking up the phone.
When you have a consistent schedule every day, you can be in the driver’s seat. When you connect with people day after day, you can choose who you want to work with because you’ll have more business than you know what to do with.
Albert cringes when someone calls him a great “salesperson.” Instead, he hopes people think of him as a great “leader.” He feels that a leader is much more of what a successful real estate agent is. That’s because a great leader has the courage to ask the tough questions that help his clients get the true results they’re looking for.
Be able to shift your state of mind when speaking with clients. Understand the 4 types of personality types so you can mirror match their behaviors and thought processes. He calls this being an “award-winning actor” and takes it extremely seriously.
The number one reason people hire him has nothing to do with his success. It’s that he is honest and has passion. People believe that he loves what he does and it makes them want to trust and like him.
When taking listings, don’t compete on “this is what I do for you.” Instead, compete with your passion, enthusiasm, knowledge of the market, and being able to price so that a house can sell at the absolute maximum price without lingering on the market.
What’s the worst marketing you’ve done that others should avoid: [this is a first: I didn’t hold Albert to answering this because he crushes it so big with phone work that he doesn’t waste time with things that don’t work as effectively as that]
What keeps you motivated: To be a part of his clients’ journey of life.
You’ve got 30 days and $1000, what do you do: First, go find a great broker that gives you value and teaches you. Don’t shop the splits. Understand their training and accountability systems so you can have long-term success. Second, start with 100 people who you know and stay in contact with them every month. These are your supporters who can help you get started.
How You Can Do What He’s Done
Each day, commit to doing “family work”, then “personal work”, then “work work.” There must be balance in your life to truly be successful. Discipline is the key to making all this work. Schedule everything into your day.
Be a great leader, not a salesperson.
Get focused on listening and be in the right state of mind to match the behavior of the person you’re speaking with.