A lot of agents focus too too heavily on how much they are earning, rather than the number of transactions they are doing. Why is this a big mistake? How do you do outbound prospecting in high volumes? How can you undermine your competition to become the top agent in your market in 5 years? On this episode we talk to the Beast Mode prospector himself, James Festini. There’s only two ways you’re going to make money in this business. You’re either going to go out and get your money or you’re going to spend money to have it come to you. - James Festini Takeaways + Tactics The magic formula in real estate depends on how much money you’ve got to spend. There’s a right and wrong way to work in real estate and it has a lot to do with your scripts. The end game for most logical real estate agents would be to get enough money to start buying real estate. At the start of the show, James shared how he got started and how he was able to pack up his business and move to another town. Next, we talked about how to overcome the resistance to prospecting, and why he doesn’t want to be passive about getting leads. Towards the end, he shared why you need to become a human pop-up ad. We also discussed: Goals for 2018 The end game for most logical real estate agents Chasing transactions vs. chasing commissions How to get on the fast track to success It is possible to triple your income through strong branding and intense prospecting. Such action is going to cause a massive breakthrough in spite of yourself, because of the sheer volume of contacts. You’re not going to overcome your prospecting fears sitting in your office thinking about them. You actually have to get into action and realize your fears weren’t real in the first place. To really succeed, your goals should be oriented towards number of transactions rather than how much you earn. Guest Bio- James is an agent who has been serving Southern California since 1993. To get in touch, email james@JamesFestini.com. To watch his coaching videos go to http://youtube.com/jamesfestini or follow him on Twitter, Instagram and Snapchat. Resources- InfusionSoft for real estate. Get up and running fast with our Real Estate Package! 9 pre-built Infusionsoft campaigns, all ready to go. Connect on Facebook. Follow Greg for more motivational content to take your real estate business to the next level