We
had the privilege of having Tim Heyl as a special guest speaker at our Market
Center last month, which was such an amazing opportunity to learn from the
best. Tim Heyl is a 28 year old agent who is in his 6th year in the
business and is on track to do over 3 million in GCI this year. He started with
nothing and had to borrow money from his sister to attend BOLD; however, by his
third year in business, Tim became the number one agent in Austin and he continues
to grow. If you weren’t able to make it to his presentation, HERE is a great
interview that Gary Keller did with him at Mega Camp in 2013, which was his third
year in business. Also, I wanted to share some of the key take-aways that I
received from Tim that we can all implement and utilize to take our businesses
to the next level.
- Hire a coach early on
and remain closely engaged with a coach throughout your career- Tim hired a
MAPS coach within his first year and even before he had the money to pay for a
full year of coaching because he understood the value of having an excellent
coach in his corner. He attributes much of his success to having great coaches
along the way that he could bounce ideas off of, that kept him thinking big, and
to helped him to remain accountable to his goals.
- Be 100% fully
committed to your lead generation. Even through the cacaos, Tim never drops
the ball on lead generation because he knows it is the most important part of
his business. He described that he became obsessed with getting his 5 “nurtures”
a day and no matter how painful it or how much he wanted to do other things he
aways got it in. If he doesn’t get his 5 nurtures that day then he doesn’t
count that day as a workday and he has to make it up on a weekend.
- Relentless follow up
is key- 60-70% of business comes from lead follow up, so from the beginning
Tim understood that if you are consist with developing the contacts and leads today
and you relentlessly follow up, those will pay off down the road. He is always
working to build his pipeline and he is consistent about following up.
- Leverage as soon as
you can. At the beginning of his second year in business, Tim began to
build his team and hire part time help with developing systems, doing administrative
work and helping with other tasks that would take him off of his lead
generation. He said leveraging those tasks early on is really what allowed him to
focus on the most important aspects of his business and grow his business. He now has a seventh level business with over
20 employees on his team and he has expanded into two other markets.
- You can control your
own schedule- Even from year one, Tim was committed to sticking to his
schedule and not working nights and weekends. His lead gen and lead follow up was
time blocked and always came before everything else. Clients and other agents
can wait and will respect your time if you set the expectations up front.
- We can all have the
same success in our businesses- Tim often gets the question “how have you
been so successful? What is the magic formula?” His response to that question
is that there isn’t a magic formula and that the only secrete to his success is
the consistency and dedication he has in regard to lead generation and lead
follow up. This is great news for all of us because we can all follow that
model and reap the same benefits that Tim did!
