The Framework Inside RISE That 6X’d a Business

[00:00:00] Aaron: most people overestimate how much they can do in a year, but underestimate how much they can do in five years and like when you kind. Stack that with the emotional, life cycle. Like it, kind of allows you to plan better and kind of get a good grasp on that.

[00:00:19] Mie: Even for producing agents, there's a difference between getting deals done and truly owning your conversations, your pipeline, and your confidence. In today's episode, you're gonna hear from agents who weren't failing, but who were ready to level up and did.

[00:00:32] Mie: All right, everyone. This conversation is with a few agents who were already in the game. They were showing up, producing and making it work. But you know, something was still off. We talked about what it looked like before RISE, not rock bottom, just a sense that it could be better. You'll hear how they refine their language, started converting more consistently and began leading client conversations with more clarity and more confidence.

[00:00:53] Mie: If you are a team leader wondering what shifts, when good agents get the right support, or if you're an agent who knows, there's another gear you haven't hit yet. This one's for you. Alright guys. , welcome to the podcast. My name is Mia. I'm taking over as host today for the Reside Platform podcast and I have three guests with me.

[00:01:10] Mie: That are incredible. , I've been with them now for several months. They've been through our training at RISE, , , and reside, and today I just wanna pick their brain and understand a little bit more about what the process was like before, during, and after going through our six week training and RISE and just what their experience was.

[00:01:28] Mie: , these three, I'm not calling them teachers pets by any means, but I mean, I'm definitely fond of them all. , I've got Aaron Allen from Washington. I've got Jessica Noe from Oklahoma, and I've got Shaqueal Frazier from Florida. , I'm so grateful that you guys are here. Thank you for being here today. , , I'd love to just get to know a little bit more, , about you guys or let people get to know a little bit more about you.

[00:01:50] Mie: So, you know, , Aaron, I'm gonna start with you. Tell me about, , how long you were in real estate before you got to RISE, what your business is looking like now, and then I'll dive into some questions here in a minute.

[00:02:00] Aaron: So, I've been an agent for 10 years. Five of it was on the East coast. I lived in Manhattan for five years, which is a very, very different style of real estate. , less collaborative, significantly more sharp elbows. . , when I moved out, , to Washington, I, got pretty sick , so kind of redeveloping the habits of that is why I, gotta to RISE.

[00:02:17] Aaron: But I've been in Seattle, Washington for five years now as well. business has never been, been more busy. I was producing about 10 million a year on average before, , before RISE and, , when I started the RISE program and started building in those habits. and like knowing what some of those key metrics were, I've 6X my business in that time, so pretty cool.

[00:02:37] Mie: So cool. And you were, , and still are technically, but when you were in Manhattan, you were acting right?

[00:02:43] Aaron: Yeah, I, I moved out there to, to do Broadway. , I got pretty close a couple of times, but, , never, never got on the big white way. So, I'll probably do some more shows out here in Seattle at some point.

[00:02:54] Mie: I love that. , all right, so Jessica, , she actually, overachiever her third time in RISE right now. And I gotta say too, very, , strict on-camera policy, engaged policy, , and it's not because I'm like. Everyone, you need to pay attention to me, but like we just, we hold a high standard and she still continues to show up and I'm very impressed by that.

[00:03:15] Mie: So, Jessica, tell me a little bit about you, , your business, like where you're from and how you get here so.

[00:03:22] Jessica: Well, first off, I really appreciate you saying that I'm engaged because anytime I have to, I'm going into a RISE class that I'm around people. I say, Hey, you can't talk to me. I can't look up and talk to you. I can't be walking and talking. I can't be in my car. I have to be staring at my screen, or she's kicking me off and I'm not doing that.

[00:03:38] Jessica: So just keep on. But however, hi. Yes, Jessica Noe here. I actually, I'm a pandemic baby. I always like to call myself a pandemic baby realtor. I got in during the pandemic. and then I also in the same breath, like to joke, but I didn't have to go back to the restaurant like a lot of other people. So I'm still here and I'm still making it work.

[00:03:57] Jessica: So I love it. , I've been doing this for five years, to be honest. Getting in on the pandemic business was booming. It was kind of hard not to have great sales. I did 22 houses in my first year, calendar year, and then the next year kept booming. Next year, met my now business partner, and that's who engage me in RISE, but I did have a good, actually, a very good lull last year. so I'm really glad for everything had in RISE.

[00:04:23] Mie: So awesome. Yeah. You're with Amanda, right?

[00:04:26] Jessica: Yes.

[00:04:27] Mie: Yeah. She's the boss.

[00:04:29] Mie: tell me what your business looks like right now.

[00:04:32] Jessica: So I love that I can say this and it might not be the best thing to say, but right now my business is comfortable and I haven't had it be comfortable in a very long time. So I'm kind of just basking and reveling and.

[00:04:44] Aaron: Getting off the rollercoaster.

[00:04:45] Jessica: yeah, just being able to breathe knowing that I have systems in my own mind and with follow up boss, you know, I'm set up for the future business so that I'm not stressing about the future.

[00:04:56] Jessica: I'm just comfortably able to give more to my clients now, you know, in person. So I'm not so worried about the future right now. It's a great feeling.

[00:05:06] Mie: Yeah. I understand what you mean when you say like, maybe it's not the best thing to say, to be comfortable because, you know, we've always wanna be growing and. That's the level of peace of mind I want you to have in your business is that it's not, that you're not doing enough, it's that you're not stressing about where the next deal is coming from because you're in feast or famine mode.

[00:05:24] Mie: So I love hearing that. I, hi Shaqueal. How are

[00:05:28] Shaqueal: Doing well. How are you

[00:05:30] Mie: Doing really good. I'm glad you're here. Tell me a little bit about, , what you were doing before RISE, , , a little bit about you, how you got into real estate and what your business looks like right now.

[00:05:40] Shaqueal: , well, how I got into real estate is I was recruited by my broker here at RE/MAX. , I was a print and marketing supervisor at a Staples for a good little while, and I used to print out. All the books that his agents used, 'cause he also ran a school at the time as well. And he kind of just saw something in me and it took him like three months of coming in and convincing me.

[00:06:02] Shaqueal: And I finally listened to him, decided to go through his school, passed everything. Did the state exam, passed it on, first try. He got me into a team. At that time it was 2021. Here in Florida. That time it was a crazy seller's market. , everything was like $50,000 over asking price, you know, appraisal gap, addendums, all those type of things.

[00:06:23] Shaqueal: And at that time I was strictly a buyer's agent. So getting tossed into the field at that time got a lot of experience in that helped me out for the future. But, , it always felt like I was missing something. And then I switched teams. And then on the team that I'm currently on now, they joined Reside.

[00:06:40] Shaqueal: And it changed everything for me. Like astronomically, like now I have like so much stuff going on. Kind of like how Aaron said, my business has like multiplied. So it's been crazy. It's been life changing.

[00:06:55] Mie: So cool. So tell me about that business right now. Like what does that look like from what it was before?

[00:07:00] Shaqueal: I always joke with, , some of my teammates because I used to be like. Terrified of like, oh my goodness, I'm gonna get listings. How am I gonna handle listings? Because for a long time I was strictly a buyer's agent, but now I have, like, I have eight active listings, I've got two under contract. So we're, doing a lot of stuff right now, and, and I did not see it coming.

[00:07:22] Shaqueal: It was, it's, crazy. But I'm very thankful. I, you know, thank God, I thankful for all the support that I have on the team and where Reside, and it's, like I said, it's been life changing.

[00:07:31] Mie: That's so cool. Okay. I didn't think about this until right now. , because as I'm listening to your guys' stories, it's making me a little bit emotional. So I am not gonna get emotional on this call, but I just wanna let you know that, I'm feeling the feels of seeing your guys' success.

[00:07:45] Aaron: You're changing and affecting

[00:07:46] Aaron: lives.

[00:07:47] Shaqueal: no doubt.

[00:07:48] Jessica: Absolutely.

[00:07:50] Mie: You know what though? you guys had to do the work. I accepted and loved and appreciate it, but truly you did the freaking work. You kept showing up, you kept persevering. Like, that's all you, I just got to be a part of the journey, which was really, really cool. But you guys did it. and it was always in you. I've got a few questions here for you guys, but just, curious because what I'd love to be able to accomplish in our call today is for people to understand firsthand what that experience looked like for you, because I do mention this in RISE, that it's not a motivational training.

[00:08:20] Mie: You will feel motivated, but it's highly tactical and you have to do a lot of deep work, you know, around yourself. to be able to get through the process. And so I'd love to unpack that with you guys. , so, this is, , open forum. Just, I'll call on you as you have answers, but, I'm curious, you know, what felt hardest, about getting traction, especially with leads or conversion as you were getting your business?

[00:08:41] Mie: Answer.

[00:08:42] Shaqueal: so for me it was definitely the confidence part that came with like learning all the scripts and learning how to get over the objection handlers without sounding like I'm reading it from a piece of paper without sounding robotic, like trying to get it down enough to where I can integrate my own personality into.

[00:09:02] Shaqueal: It took a long time.

[00:09:03] Mie: Hmm. How did you overcome that?

[00:09:06] Shaqueal: By just doing it. There was no, there was no other way of getting over it besides just going through it. So I practiced it a lot. Like I did some in the mirror. I listened to my phone calls. I had friends that are not agents that I used it on, so they could embarrass me and everything and I could get over it.

[00:09:24] Shaqueal: just going through it was really the thing for me.

[00:09:28] Mie: Yeah.

[00:09:28] Mie: Action. Action. Action. So Jessica or Aaron, what about you? What do you think was the hardest about getting traction, especially with leads and conversion initially?

[00:09:36] Jessica: , for me it was just building the repetition of comfortably, asking the right questions to get them to wanna stay engaged with me sometimes. I would feel like I would start to ask the next question before they could even finish answering the first one that I had just asked because I was so nervous to get the right questions asked that it kind of did feel a little, you know, robotic a little bit or me talking over them.

[00:10:00] Jessica: So I would have to go on walks around my neighborhood and make my calls while I'm walking and my body's moving, so that way I'm distracting most of my consciousness and it's just all about what I'm doing on the phone. And I kind of had to just give it up too and know that I was gonna be awkward through some of it.

[00:10:16] Jessica: And some of the leads, you know, I started calling on the ones from like four years ago, right? That probably, you know, maybe aren't a hundred percent ready to go right now anyways. And it might be okay to work on some, lots of repetition and I had to force, it was forced repetition really. It's the only way I could get it to where I allowed my brain to take in their response before asking the next good question.

[00:10:37] Mie: So good. It sounds like you learned how to hold space.

[00:10:40] Jessica: Yes, absolutely.

[00:10:42] Mie: Super good. Aaron, any comment on that?

[00:10:44] Aaron: For me, I mean, it was just building the habits around the key metrics, right? Like the behaviors that matter to us. I think a lot of agents are really, really good at finding things that make them feel good and doing those things. You know, making something really gorgeous in Canva or putting together like a mailing list or something like that.

[00:11:01] Aaron: Right. That we can feel a sense of accomplishment when we finish that project, but they don't necessarily move the needle forward. And, I am guilty as charged, right? and so just really like making it so important to have those key metrics be a habit in your day. That these are the things that are gonna continue to get you the business.

[00:11:18] Aaron: , , that was a big part of why I took RISE and what I took away.

[00:11:22] Mie: So good. Okay. So what I'm hearing from all three of you and team leaders listen up. , your agents are willing to, , do things that make them uncomfortable. , when they get clarity, they understand how to show up, and, , that there's no one that could passively get to the skillset. Like you've gotta go all in.

[00:11:40] Mie: And you have to surrender to the ugliness in between. That gets you from point A to point B, which is the hard part. I'm gonna switch gears a little bit here. I'm curious, , for each of you here, do you remember a specific training or like a phrase or concept from RISE that shifted something for you personally, professionally, both.

[00:11:59] Mie: Like what specifically stood out? , Jessica, why don't you start us off?

[00:12:02] Jessica: , well phrase the, can I just use, I mean the acronym repeat, affirm, move on. That stopped me from answering my client's questions for them. I had to wait for them to answer, repeat it, affirm what they just said, and then I could move on to my next question. That saved me just a lot of, , controlling the conversation because personally I want the client to sort of control what they want me to know, but I need to ask the right questions.

[00:12:27] Mie: Good. Okay. So if you guys, , dunno what she's talking about. In RISE, we have a concept called 'RAM' so when we get an objection, the agents are learning. Instead of handling that objection the first time they hear it, we repeat it, we affirm it, we move on, which is essentially just labeling and validating and asking the next best question.

[00:12:46] Mie: And so, , you know, I might say, , I'm just looking and Jessica, what could you say to that?

[00:12:52] Jessica: Great. I'm glad you're just looking. Where are you looking at?

[00:12:54] Mie: Boom. Perfect. So good. Aaron, what about you?

[00:12:58] Aaron: , . , with the risk of being redundant, I'm gonna say RAM as well. , I think it's actually helped me more in my personal life. Right? Because, we're in a pretty turbulent time right now, and sometimes like I've gotten to, maybe it's the age, I don't know, maybe I've gotten to the age where I'm like, is this the best use of my time?

[00:13:14] Aaron: Right? But at the same time, to speak to Jessica's point. I was talking to an agent on my team the other day and they were like, I wanna protect my agent from this house. And I was like, they get to choose, right? You can give them all of the advice that you want, but it's their choice in the end, right?

[00:13:29] Aaron: If they like the house, despite all of the things your job's to help them facilitate it. So for sure, it's been great.

[00:13:36] Mie: I love hearing that the way that it showed up for you in your personal life was impactful. Like, I've always kind of warned you guys about that too. Like, the conversations are gonna change around you. You know, you're gonna learn how to, be a better communicator, and it's not gonna be just in your business.

[00:13:50] Mie: You're gonna see this show up in your personal life, and I love hearing that confirmation of that. , Shaq, tell me what about, for you? what stood out? Like is there a specific phrase or concept from RISE?

[00:13:59] Shaqueal: , definitely. So when we went through, it was actually two separate trainings for me. One of the main ones was the one you did was the emotional life cycle of a goal. That was game changing for me. You know, when you're first starting off and you're, when learning and you're going through the paces and learning all the processes of everything, you're doing all the right things.

[00:14:19] Shaqueal: Sometimes stuff doesn't happen right away, but if you know. Like the blueprint of the journey. You understand why you're feeling a certain way and where you're at and everything and where it's going. It makes the unknown so much more easier to deal with. It helps you to focus more too. So the emotional life cycle of a goal, personal and business life helped me out a lot.

[00:14:41] Shaqueal: And then when we went through the book for exactly what to say for agents objection handling. It was crazy. , it was great for me. So both of those things together worked for my personal and work life a lot. I still use both, like, matter of fact, I got the book right here, so,

[00:14:58] Mie: It's always right there.

[00:14:59] Aaron: And the other counterpoint to that is that the main book, right, the exactly what to say is just like easy to understand pearls of nuggets and wisdom,

[00:15:07] Aaron: And it's really interesting that they've been able to encapsulate.

[00:15:11] Mie: when I first learned about this book, I started using it in trainings and stuff and then, , and then it became indoctrinated in like the daily classes. And I do believe that it is one of the more powerful conduits that we have in the training because it's not just like, Hey, pick up this book and like take some stuff from it.

[00:15:28] Mie: Like we go through the scenarios. The examples, we apply scenarios to 'em. You practice it in real life, you submit a question as your homework. And so what I love, hearing about that, , , Shaq, is that you're applying it because it's not just, , you know, a book for you to like sit down and never go back to like, it's a book.

[00:15:44] Mie: You get to go back to over and over and over again. , and you get a lot of practical application and skillset in that. , and then I also love that you mentioned emotional lifecycle of a goal, which is kind of, , you know, , , a hack because it wasn't exactly a RISE training, but it is a preliminary to RISE.

[00:15:58] Mie: Like it's something that I, I'll go and train to a lot of our teams. , and I love that you mentioned when you know, what the process is gonna look like or what it's gonna feel like. It's a lot easier to go through it. And I think that we kind of miss the mark on this as leaders is just managing expectations.

[00:16:15] Mie: Managing expectations isn't just about saying. , you have to do this, and that's my expectation of you. It's saying, and when you do this, it might feel like this, or here are some stories that might show up for you along the way, or you might experience some doubt and that's totally normal. Or you might think this and that's totally normal.

[00:16:33] Mie: That's a good sign that you're like actually moving through the process. And when you can anticipate the friction, it's a little bit easier to brace for impact and to, , sustain through the process. So I love that you mentioned that.

[00:16:45] Aaron: I heard

[00:16:46] Aaron: someone say once that most people overestimate how much they can do in a year, but underestimate how much they can do in five years and like when you kind. Stack that with the emotional, life cycle. Like it, kind of allows you to plan better and kind of get a good grasp on that.

[00:17:01] Mie: You nailed that though. like the uninformed optimism and foreign pessimism. That's where people who plan for a year ahead and think it'll happen really, really small, like that's the cycle they're typically stuck in. People who understand the emotional life cycle of a goal, understand the lead in time to a long-term goal, or five years, and how much it can really get done.

[00:17:19] Mie: So if your team leader was listening right now, which they most likely will, what would you say that you were struggling with that they might not have even realized even prior to RISE? During RISE? Like what is something that stood, and I'm just, I asked this because our team leaders that listen to this, , are recruiting their leading agents, their growing agents.

[00:17:37] Mie: What insights can you give a team leader that maybe they didn't notice?

[00:17:41] Jessica: I'd love to start with that. So for me personally, it's been knowing the right questions to ask. , I'm more of a. Definitely not pushy agent. I'm going to send you properties if I feel like I've seen you even look at it on Zillow that you like it, but I didn't know the right questions to ask to get the buyers to open up about their true timeline, about truly what they're worried about.

[00:18:04] Jessica: 'cause again, you don't know, what you don't know, and I didn't know how to ask them about their pain points. I just expected people to tell me exactly what they wanted and what they thought and felt without me having to really ease it out of them in the right ways. So for me, it was asking the right questions, exactly what to say from real estate agents.

[00:18:27] Mie: so you're saying that, for team leaders listening in, if your agents know what questions to ask and , can you actually give them that skillset? That's good. , Aaron, what about you?

[00:18:37] Aaron: my weak point was systems, just putting systems into place, keeping consistency of systems and it's been a year of growth that he and I are working on together of like, how are we gonna keep those systems disciplined? and just kind of again, drilling down on those key metrics, drilling down on those good behaviors and seeing the, abundance multiply.

[00:18:53] Mie: Chris Gurney is the master of like piling into the key activities, the key metrics that move things forward. Like he's a lead measure master.

[00:19:02] Aaron: really loves to dive into his metrics.

[00:19:05] Mie: Yes he does. Yes, I have actually, I coach Chris Gurney. , you know, he's, he's one of my one-on-one coaching clients and, we have to limit the amount of time he gets to play in the systems. You know, that was one of the first things we did. Like, you get one hour, not four playing in the database. Shaqueal what about you?

[00:19:23] Shaqueal: I would definitely say

[00:19:25] Shaqueal: the follow up knowing exactly like learning the cadence. , it's not so much of a problem now, but before definitely, , following up, knowing what to say after you're like dealing with a long-term nurture that you maybe. You know, there may be tell you, yeah, I'm like a year out.

[00:19:43] Shaqueal: And then knowing what to say after the third month in, of following up with them and knowing what materials to give, how to provide value, those type of things was definitely a problem before. But it's been a much greater help now after going through everything that 10, 9, 8, 7 class helped a lot with that.

[00:20:01] Mie: I love that you love the 10, 9, 8, 7. we actually train that a little differently now, but, you guys got it while I was there. , you know what I'm hearing from the three of you right now, because I know for sure your, team owners have done some version of training around this or it's not something they've never done, but the point that I think it makes is.

[00:20:18] Mie: things have to be repeated over and over and over again. you are three agents that are engaged. You are disciplined, you know, like, I'm not trying to pretend that we're all perfect here and you guys are, pretty dialed in in your business and your activities So you're not, , agents that are just kind of like blase about the things that they're learning.

[00:20:35] Mie: You care about your career. You're, constantly learning, you're constantly growing. And so as team owners, I think it's important to remember you have to keep asking the questions. You have to keep looking into even your, new performers, your top performers, your mid performers. You've gotta continually pay attention to what they're doing.

[00:20:50] Mie: and it's not because you need to Lord over them, but because they still are. have gap of support when things get busy or, you know, when maybe it's just something they didn't know. They didn't know. And so inspecting the database is a great way to get that information to find out, like, you know, let's just take a follow up example.

[00:21:06] Mie: If I notice that there's a lot of leads that aren't getting checked in and I'm inspecting the database, now I know where I get to coach Shaqueal, you know, and, what support would actually look like for him. Because I could say, oh, hey, I noticing that your, , follow up game might need some work.

[00:21:17] Mie: Let's talk about that. Like, do you feel like you know what to say instead of being like, Hey. You're not following up, and I've got a problem with that. We can get curious and, figure out what's going on because I can trust that they're here to do the work. They wanna see their business grow. , okay.

[00:21:32] Mie: , , what do you think, your conversations and conversions and , confidence, what do you think, RISE did to impact like a shift over those six weeks?

[00:21:41] Jessica: It 180 it for me, from pretty low, not really knowing what on earth, I mean, just going with the flow really to now being able to command the presence in front of my clients. And I mean, I'm five to two, it's a limiting belief to me. I know it's limiting belief, but I just feel like everybody looks down at me and nobody, like, how do you take that seriously?

[00:22:02] Jessica: A little girl? You know? There's a limiting belief. I understand, but at least now I'm able to confidently stand in my, place and ask the right questions and and know that I know what I'm doing. But at least I'm coming across. as I know exactly what I am doing

[00:22:15] Mie: And your confidence

[00:22:17] Mie: conveys. Shaqueal, what about you?

[00:22:20] Shaqueal: Yeah, some of the same for me as

[00:22:22] Shaqueal: well. Like my confidence. It took a major shift. It's like a night and day thing. I went from like. Being the one guy that just sits in, on all the meetings being the sponge, absorbing everything to being one of the mentors in the room and helping out the newer agents and everything.

[00:22:37] Shaqueal: So like, it's, major change. , it's been a great help. , conversion rate noticeably higher, two minute conversations happening more. Even when people tell me I'm not interested, it's like, oh, okay. we know how to get past that now. I still get at least a conversation out of it. it's been great.

[00:22:55] Mie: So awesome Aaron.

[00:22:56] Aaron: I think for me, the thing that changed the most was just giving myself the opportunities, right? If I'm doing the behaviors that are important to me, I have more opportunities to succeed.

[00:23:06] Aaron: my conversion rate when I'm in front of people is, good. and so just, taking the leads that we had in the system, serving myself up the leads has been significant success happen .

[00:23:16] Mie: , Aaron holds the record for second highest signed agreements during our six week training. He had 12 signed agreements, 12 signed agreements during our, , RISE training, which is insane 'cause the goal is three. we had people that, double it, triple it. but to get 12 was a really impressive thing.

[00:23:32] Mie: It was like two, two a week. which also speaks to like, when you have people around you that are like, , doing big things, like everyone, it RISEs the tides for everyone. how do you think not just in your business life, but also in your personal life, like, do you feel like people notice a shift in you throughout that process or even after you got through

[00:23:50] Mie: RISE?

[00:23:51] Mie: Shaq, you wanna take this off?

[00:23:52] Shaqueal: Everybody noticed, everybody that I'm around, , it's kind of weird. I didn't even notice like. People started pointing it out before I even started to acknowledge anything. Like at first it started with my team leader, Ross and Sarah. They started to notice how I was, and I was in the office every day.

[00:24:09] Shaqueal: You know, other agents were coming up to me for advice and for help and things like that. And then even like my friends were telling me, you know, well first they were making fun of me for all the funny videos I'm doing. They're not funny videos, they're just social media videos. And they know I'm not the type of guy that's like, oh, well look at this plate of food. Taking pictures like, look at my plate of food. But like everybody started to notice that there was a dramatic change. Like I've always been a hard worker, but it was like the focus and the confidence behind being in a new field was a lot different. So yeah, started from the team and then it literally branched out the family and friends.

[00:24:43] Shaqueal: everybody was able to notice before I did.

[00:24:46] Mie: Do you think your, communication skills

[00:24:48] Mie: improved

[00:24:49] Mie: with your personal relationship?

[00:24:50] Shaqueal: Definitely, being

[00:24:51] Shaqueal: able to talk more with the people that I'm close with and make a more positive change with them affected my business in a positive way as well. So yeah, it definitely all connects. It's weird how it all connects.

[00:25:07] Mie: Yeah. Oh, I love that. Aaron, what about you?

[00:25:10] Aaron: just reading the book and the other book, right? Exactly what to say. what it does is it just kind of breaks down thought patterns of other people and helps you to just kind of be more empathetic and make more sense and be more thoughtful, you know what I mean?

[00:25:26] Aaron: , I was talking to a newer agent the other day and he was really stressing over his script and he had a big beefy script and I was like, look man, you're busy. you have a full day, you've got people calling you all day. If you were looking for a house, what would you want someone to say to you that would engage you to actually talk to them, right?

[00:25:44] Aaron: Like not salesy. How would you do that? And just the stepping back just a little bit before you react, kind of being more thoughtful. Yeah. I think multiple people have remarked on that, so.

[00:25:57] Mie: I love that though, that it's, especially that it's noticeable and I'm , glad you brought that up. But Jessica, I wanna come to you next, , here in just a second. But, , sometimes we get people in the very beginning that are kind of like flabbergasted that we don't give a lot of scripts inside of RISE.

[00:26:10] Mie: And I'm a big fan of scripts. Okay. I do, I like scripts a lot. I use scripts for everything. But what our major focus in RISE is conversion competency. And so you kind of subliminally message, you know, the whole time we kind, I kind of jokingly say like, Hey, I'm getting ready to brainwash you over the next six weeks where you don't realize it, but the moment it's kind of hard to see it.

[00:26:29] Mie: That you're learning how to be more conversational and that makes you higher at converting than like learning how to deliver on a specific script. That ambiguity and uncertainty could feel a little bit, you know, jarring and make you feel a little off balance, but like it ultimately you guys are absolutely like super confident in this area. Jessica, tell me a little bit about yours.

[00:26:50] Jessica: my happiness level has gone through the roof, which then in turn, you know, boosts my confidence in everything. That I do definitely including real estate. So , I think if this makes sense, joy just kind of pours out of me whenever I'm in front of a client because I love what I get to do and I love what I get to talk about and share what I know with other people.

[00:27:11] Jessica: so everything, everything through this has made my confidence go up a hundred percent, which then in turn, I'm way happier. just happy. good feeling to get to live in. It's just happiness, you know,

[00:27:24] Mie: Yeah. You know, one of the things that we say in day one is, my goal is that you can make as much money as you wanna make and have as much quality of life as you wanna have. Like, that you get to live your life. It doesn't mean you're not gonna sacrifice and work hard and all those things, but that, like you can do both and it feels really good.

[00:27:38] Mie: I love hearing that. let's wrap with this question. if you were talking directly to a team owner, and if that team owner was wondering, does this training actually really stick, what would you tell them? and more than just a yes or no, like what makes it stick If you think that it does.

[00:27:53] Aaron: Chris's team, , is in a growth period and he's got a pretty big team anyway, , and we make RISE a pillar of that training. Right. And I've been in this. Industry long enough that I know that the attrition rate is nine outta 10, right? We're gonna lose 10 people. with the exception of one person that we've brought on in the last six months, everybody's still there.

[00:28:14] Aaron: Right? And so we're seeing, because a lot of times in real estate, it's, here's the keys, drive the car. there's just not enough direction. and one of the things, like I said, that we wanna focus on, on our team is training. And so just to have like the immediate leg up of getting in the RISE training, getting them drilled through the program and just getting in their heads how to be conversational, how to do that conversion competency, has made a big effect on the retention of our new team members. That's pretty cool.

[00:28:40] Mie: I wasn't expecting that answer, and I'm glad I heard it. I.

[00:28:43] Jessica: I love that answer too. , but no, likewise, I think it, harbors a new love for real estate, at least on what I've seen on my side with me. And then, you know, Ashley Wright, we did it previously together. then we would go on and do open houses together and then watch each other script, practice on clients that would walk into our open house.

[00:29:03] Jessica: So we just loved it. It kind of brought us together closer as a team because we knew exactly, we all had the same obligations. Every week we would come together, go through RISE. Maybe get on some script practice or weekly infer. and I agree with you, Aaron. I think it brings us together better as a team, but empowers us to go on in our own businesses and do exactly what we need to do.

[00:29:25] Jessica: 'cause we already know what we need to do. It's, there with us. We've practiced it twice already that week with another stranger so it doesn't feel so scary. It's just wonderful. It just rebos your love for real estate and to me.

[00:29:38] Mie: good. Love it. Shaqueal, take on this.

[00:29:41] Shaqueal: If

[00:29:42] Shaqueal: I

[00:29:42] Shaqueal: was speaking to a team leader wondering about the RISE, I would tell them that they would be doing their team a disservice if they had way to access this and they were not using it. It's complete game changer. Complete life changing, like you guys already mentioned, it does bring your team together, but if you want to develop a culture of confident agents in your team, this is the program to go with.

[00:30:09] Shaqueal: Like it definitely helps the individual agent. especially if you're new to the business, like new or senior, either way it helps you. But as a newer side of being an agent, it definitely felt like it gave me everything I needed to be able to move forward and move forward successfully and confidently.

[00:30:27] Shaqueal: And feel like each individual agent on a team, getting that level of help, you can't ignore that.

[00:30:34] Mie: Yeah. The fact that you guys are. feel seen in that class and that we even feel having like this, kind of personal connection? that's gotta be probably the thing I feel that's most rewarding about that.

[00:30:44] Mie: Like, that you guys feel like, it could even feel one-on-one because we are in a sea of faces.

[00:30:48] Jessica: Yeah, I feel like we're all just in a room together because we can see all of our faces. Right? I can see you eating, I feel, you know, we're all sitting together, right? I love it. I, we always joke that like, well, we can't do this because Mie's gonna see it, you know, at some point. We just feel like you're always in the room with us and we love it.

[00:31:05] Jessica: I love it.

[00:31:06] Mie: Oh, that makes me so happy. Well, , , I couldn't be more proud of, not just like the fact that you guys get through the training and what you did with it, but I follow your social media, you know, I interact with you after the class and like, I love seeing your success. I love seeing you winning. I love seeing your life just being what you want it to be.

[00:31:25] Mie: and I love that you're living it and, , that you're succeeding in, your business as well. So I'm proud of you all. , I'm grateful you're here. Thank you for giving me your time today and, doing the podcast with me and, Thank you guys so much. All right, well That's our episode for today. we'll see you on the next one.