This text is an in-depth coaching session aimed at real estate agents looking to sell 100 or more homes annually without purchasing leads. Here’s a breakdown of the key points and takeaways:

1. Introduction and Personal Background

  • Eric Hatch introduces himself as a successful real estate coach and former realtor who sold 153 homes in his best year without purchasing any leads.
  • He runs Hatch Coaching and operates a real estate team in Fargo, North Dakota. He emphasizes the goal of helping agents earn business organically rather than buying leads.
  • His personal journey includes struggles such as nearly going bankrupt, dealing with personal challenges, and rebuilding his business after tough times. This adds a level of authenticity and relatability to his advice.

2. Core Concept: Earn Business Instead of Buying It

  • Hatch believes strongly in earning business through relationships and lead generation activities rather than purchasing leads, which can often be costly and less effective.
  • He cites his own experience of selling over 100 homes by focusing on a repeatable system rather than spending money on leads.

3. Importance of a Dialed-In Schedule

  • Hatch insists on the importance of a consistent, well-structured daily schedule. The key is repetition and consistency, which are crucial to success.
  • Ideal Daily Schedule:
    • 8:30-9:15 AM: Roleplay and training with peers, which helps agents refine their skills. Hatch emphasizes self-evaluation after roleplays to foster growth and improvement.
    • 9:15-10:15 AM: Lead generation—reaching out to new potential clients, planting seeds.
    • 10:15-11:00 AM: Lead follow-up—engaging with people you’ve already contacted.
    • 11:01-11:15 AM: Planning for tomorrow. A small, 15-minute time block to organize the next day.
  • Lead Generation is about planting seeds and finding new business, while lead follow-up is nurturing those who’ve already shown interest but haven’t committed.

4. Intensity Over Duration

  • Hatch argues that intensity is more important than the amount of time spent. He uses fitness analogies to explain that a focused, one-hour lead generation session can be more effective than unfocused, lengthy efforts.
  • Success comes from doing the hard, necessary work with focus and discipline each day.

5. Win the Day

  • Rather than focusing on yearly or monthly goals, Hatch encourages agents to focus on winning each day by executing their daily tasks consistently. The idea is that daily success leads to larger long-term results.
  • He also introduces the concept of spare change, meaning small, incremental efforts (e.g., doing 100 push-ups a day) add up to significant results over time.

6. The 225/250 Plan

  • For agents, the weekly goal should be:
    • 2 appointments with new clients.
    • 25 quality conversations about real estate.
    • 250 attempts to contact new people (calls, emails, messages).
  • This is a simple framework that can drive consistent results. The idea is that by planting seeds (250 attempts), you will get conversations (25), and ultimately appointments (2).

7. Lead Conversion and Conversations

  • Hatch stresses that conversions happen in conversations. The more conversations you have with potential clients, the more likely you are to secure business.
  • He also advocates for using voice memos instead of text messages, as it allows agents to convey emotion, tone, and intent, creating a more personal connection.

8. Relationship-Focused Real Estate

  • Hatch’s success formula revolves around relationship-building with past clients, sphere of influence (SOI), and reputation-building. He divides lead sources into four categories:
    • Past Clients and Sphere of Influence (PCS SOI): People who know and trust you. This should be the top priority for generating business.
    • Low-Hanging Fruit: Easier to convert leads, often from warm referrals or easily accessible databases.
    • Long-Term Nurtures: Leads that take time and continuous follow-up to convert.
    • Reputation Business: Building a personal brand and community presence that naturally attracts clients.
  • Hatch explains that fame can be an efficient business model, and agents should work on becoming well-known in their communities. However, he emphasizes that real success comes from making others feel valued and not from focusing on personal popularity.

9. The Importance of a Plan

  • Hatch recommends agents have a structured plan for their daily lead generation efforts, like the Realtor Workout of the Day (RWOD), which gives a clear step-by-step guide on who to contact and how to engage.
  • He breaks down how to move leads up the ladder from cold (D leads) to hot (A leads), with different interaction strategies for each group.

10. Recap and Conclusion

  • To sell 100 homes annually without buying leads, agents need:
    1. A dialed-in schedule with roleplaying, lead generation, and lead follow-up.
    2. A plan for where to get business from, primarily focusing on relationships and sphere of influence.
    3. Knowing where to put their intensity and time to get the best results.
  • Hatch concludes with a call to action for agents to stay disciplined, focused, and intense in their daily routines. He emphasizes the importance of building relationships, practicing consistently, and maintaining the right mindset to achieve big
    • goals.

    Overall, this session provides a comprehensive roadmap for agents to earn business through hard work, relationship-building, and disciplined daily routines, rather than relying on paid leads.