2024 Business Planning and Goal Setting: Angi Bell

[00:00:00] Angi Bell: The first step is to define success on their terms and it's so easy in this
business because, you know, the industry rewards big numbers. But the reality is if
someone's not creating goals that are in alignment with who they are and what they want
their life to be about, they're not going to achieve them.
The brain is going to smell a fish, if you will, and it will steer them away from goals that are
strictly numbers-based That don't have anything to do with their life. So I always tell people
it's not about achieving the goal. It's about becoming the type of person who sets and
achieves goals.
[00:00:39] Tracy Hayes: Hi, hey, welcome back to the real estate excellence podcast.
Adding value is what I'm going to bring to you today. I have one of the best and most sought
after ladies in the industry here, especially in Northeast Florida. She's a well known,
especially in the Keller Williams market, but she has gone out and coach some of the best in
the industry.
All the way up to the Georgia line down south and probably even further than that. I don't, I
know you've told me stories about different people in different areas. So I have Angi Bell of
Angi Bell Coaching on. It's that time of the year. Everybody's talking about it. I'm starting to
see on social media and start set our goals for 24, start set our business plan for 24.
Angi's an expert at that in, in helping you really dig deep in that. And obviously this is a little
different year than one year ago when you were planning for 23. 24 is a little different. We're
going in much higher interest rates, a little, you know, things going on in the world.
So I want Angi's opinion on that. And we talked a little pre show we're going to, you know,
she's got her opinion on the NAR lawsuit as well as if you just listened to my last podcast
with Patti Ketcham that I did last week. So Angi, welcome to the show.
[00:02:20] Angi Bell: Thank you, Tracy. It's great to be here. It's great to see you.
[00:02:22] Tracy Hayes: I'm so glad we could hook up because I think it's important as, you
know, like I said, we, we just talked about the brokerages now are, you know, they're doing
their lunch and learns are doing their trainings. Now it's trying to get everyone focused in.
But there's a lot of stress in the industry because it's not like it was, and you know, planning
for 23 or especially planning for 22 or 21 that we're, we've come full circle around from, you
know, pre COVID.
Imagine planning in 2019. Everybody's excited of the demand and everything, but
everything's kind of shut down here a little bit, obviously with market conditions, interest
rates, you know, and that sort of thing. And I want you to kind of give your, tell us a little
about what you're coaching to your clients.
But let's start off with the importance, the benefits right now. Why is your brokerage doing
this? Are they just, are they just doing it to get somebody up in front of you and say they

gave you a guest speaker today? Why is it important? And what have you found in top real
estate agents setting that business plan, setting those goals for obviously this case, 24.
[00:03:20] Angi Bell: Yeah, Tracy. It's a great question. And you know, I always conduct a
business planning workshop, you know, this time of the year in the fall so that people can be
prepared for the next year and beyond. And for me, it's so important for me to help my
clients and the people who attend my courses to understand that the first step is to define
success on their terms and it's so easy in this business because, you know, the industry
rewards big numbers volume gross commission income and sales units and all that's great.
It's fantastic. In fact, once someone has defined what success looks like for their business
We're going to do the math to help them determine how much of each of those categories
they need to acquire in the year to, you know, achieve their goals. But the reality is that if
someone's not creating goals that are in alignment with who they are and what they want
their life to be about, they're not going to achieve them.
The brain is going to smell a fish, if you will, and it will steer them away from goals that are
strictly numbers-based that don't have anything to do with their life. So, you know, just to
even back up a little further. I always tell people it's not about achieving the goal. It's about
becoming the type of person who sets and achieves goals. And, you know, people get into
business to fund their life. Business is about solving a problem for profit. And so realtors,
like any other small business owner get into business, they wanna create profitability to fund
their lifestyle. So I have them tap into what they want their life to be about what they want
their business to represent in their life.
And, you know, as the Bible says, what does it profit a man to gain the world and lose his
soul in the process? And so many realtors have lost their soul to the business. And it's not
because they're not good people. It's because they are good people. And they really want to
serve their clients at a high level.
Listen, I know realtors can get a bad rap as being, you know, out for a commission. I don't
find that in my experience. I find realtors to be incredibly humble, servant carded people
who really want to help homebuyers and sellers. But as a result, they kind of get themselves
caught up in a business that can run them 24/7, 365 days a year.
So I take them back. Let's tap into what you want. What is it actually, what's the amount of
money you want to bring into your household? To fund that life and then let's set a business
plan that encompasses all of that.
[00:06:02] Tracy Hayes: And how do you differentiate? I mean, someone listening and, you
know, myself included here, you know, when you, you kind of ask that question, well, how
much money do you want to make? well I want to make all the money that I can. I want to
drive a Bentley. I want to have a house on the beach, and a house in uh, the mountains of
North Carolina, or whatever. You know, we want to live like the guys on Bravo, right? You
know, the Housewives, or whatever.

We want to, you know, go out and buy whatever we want to buy and have the, the black card,
right, american Express black card and spend whatever. I mean, how do you really start to
break down? Because I think the differentiator from those who set goals in a business plan to
those who don't, those who actually get down to the rubber meets the road reality.
And how do you work with one of your clients and breaking that, you know, to really finite
that goal? Because I think, isn't that important to really be specific?
[00:07:01] Angi Bell: Yeah, and the first week of the business plan, because I spread it out
over six weeks so people have an opportunity to do the work between each session, but the
first thing that I have them do is go through a personal budget.
To find out what does it actually cost to live the life that they currently live? And then I let
them layer in those additional things that they may desire, whether it's a Bentley or a home in
north carolina a boat, whatever, a vacation, you know saving for their future investment
property, that's a big one, right, that I encourage all realtors to buy investment property. But
we layer all of that in and then when you get an actual number, then we create the plan to
make that happen.
And here's the thing, like the example that you're giving, and I don't find many people that
that's their goal, right, to live like the guys on Bravo. But I would have to ask that person, are
you willing to do what would have to be done to earn that kind of income? That's why
having clarity about your goals and what kind of a lifestyle you want.
I'll give you an example. I have a client that is essentially a newlywed but no children. I have
another client who is very active with her Children. They are both top producing realtors.
And I tell them all the time, you guys can't compare yourselves to each other because one is
still in that business building phase where their business is so vitally important to them, and
they're sort of building an empire.
The other is wanting to create a business that's still successful, profitable and satisfying, but
also accommodates the family that this agent, you know, wants to, she doesn't want these
years to be left behind. And so each of them has a different amount of time and resources
that they can dedicate to their business.
You know, they both are very successful to get slightly different outcomes, but we had to
look, what are you willing to dedicate to the business and what is a non negotiable? And I
want people to have those non negotiables. You know, I believe that being wealthy is being
able to do what you want, when you want, as much as you want with whomever you want.
And that to me is true wealth. So that it looks different.
[00:09:18] Tracy Hayes: True freedom, right? Isn't a lot of the wealth freedom. It's, it's
freedom.

[00:09:22] Angi Bell: Yeah, that's right. We start with actual numbers, like let's figure it out.
What are the amount of money you need or want to bring into your household to contribute
if you're not the, you know, the sole provider?
And then we build a business plan around that because when you set these, you know,
moonshot goals, and I believe that we should all have those, but when it comes to your actual
business plan, something that's so far beyond, so far beyond what you know you actually
need and the time that you're willing to dedicate to your business, your BS meter in your
brain, that's going to go on full alert and you're going to be less likely to achieve those goals
than if you have goals that are in alignment with your values, with what you want for your
business, and then we just do the math and then maybe we stretch that a little. And that's
what your business plan looks like. The moonshot goals, yeah, we've got those two.
Everybody should have them.
[00:10:17] Tracy Hayes: How do you, over the years, you've worked with many different.
people from all walks of life, basically, coming from every different angle. A lot of people
obviously, you know, I'm going to just throw Tom Ferry's name out there, but not to depend
anything on him, but they can go to different trainings and they're like, well, this is the way I
did it.
You got to get on the phone and make a hundred calls a day and boom, boom, boom. And
obviously that scares a lot of people away. But one thing great about our, our industry,
whether it's on the real estate agent side or the lending side, there's different ways to skin the
cat, so to speak. There's different ways to do this business.
How do you dig deep into an individual client you're working with to exploit that method of
marketing, networking, those fancy words as far as, you know, what's in their wheelhouse,
what do they like to do, what are they going to get up and want to do every day?
[00:11:14] Angi Bell: Yeah, that's a great question. As an executive director with the John
Maxwell team, I'm a certified DISC consultant.
And so, if our viewers are not familiar, the DISC is a behavioral assessment tool that was
developed back in the 1920s by Dr. William Marston. And it sort of helps us better
understand what makes us tick, how we make decisions, how we pace ourselves. And so you
have the D, the dominant style, the I, the inspiring style, the S, the steady style, and the C,
the compliant style.
And we're all a mix of those things. When I begin coaching with someone one on one, that's
the first thing we do, is we do a DISC assessment so that I can better understand who they
are. And then help them better understand who they are, what makes them tick. A lot of what
we learn in DISC is about how they're going to be able to show up most effectively as a
salesperson in real estate and how they're going to be able to better understand their clients
so that they can practice the platinum rule, right?

Which says do unto others as they would have you do unto them, right? Let's take that to the
next level. And then I dig into their human needs psychology. What is it that they need?
What makes them tick? What are the values that drive them? And once I get a better
understanding of their model of the world, I can help them design a marketing plan for their
business and a sales strategy for their business that does resonate with them.
So I think part of the challenge with some of the more formulaic real estate coaching that
you might find out there is that, you know, we're going to, no matter what shape you are,
we're going to put you in the same, you know, whatever shape your peg is you're going in the
same hole. And it doesn't work for some people for some people they love to cold call for
some people.
They love to send out letters. Some people love to door knock. My experience says that most
people would rather focus on relationships. And we know that real estate is a relationship
based business. When the National Association of Realtors surveys home buyers and sellers
year after year, the data is clear.
People want to do business with someone they know like and trust. And that often comes
from a referral or a relationship. And so, you know, bottom line, I'm going to help my clients
build a healthy database that's filled with relationships, because all of these other things,
while they can be useful, not knocking anything, there are a lot of ways to, as you said, skin
the cat.
Yes, no cats were harmed in the filming of the podcast, but there are a lot of ways to do it. It
still does rely on an agent's ability to develop relationships wherever the lead came from
their ability to develop that relationship and then stay in touch with that person for a lifetime.
That's what's going to determine the size of their business, right?
So business, your database is your business. And so we're going to find the right sales
strategy, the right way to have conversations with people and the right marketing channels
that are going to be ones that you find easier, more comfortable, more exciting, and more
inspiring.
[00:14:28] Tracy Hayes: Expand a little bit.
Obviously, a lot of people I know you know, in the industry have taken the DISC assessment
or, you know, heard about it. Some, you know, so they've been to some training and, and
they've taken it and they've seen the results and they're like, Oh, yeah, that sounds like me.
But with your expertise, you're more in depth training and then obviously your experience in
reading other people's findings through the DISC assessment how are you taking that to
another level that just looking at your report is not going to, how are you actually taking that
and making it a useful tool for that individual to truly understand well, you tell me, what is it
you want to, out of that DISC assessment, what are you, what are you taking it to help
leverage you to be a better coach of that person?

[00:15:14] Angi Bell: Yeah, that's a great question. It's really multifaceted because originally,
initially, excuse me, it's really for me to understand them because I cannot coach all of my
clients the same way they're very different people. And so I have to keep that disc
assessment front and center with every call that I have with my clients so that I can speak
their language.
I don't want to talk at them, right, I want to have that conversation with them. And in order to
do that effectively, I have to be able to speak their language. Secondly, I am able to help
them better read, if you will, their clients, right? So that they can,
[00:15:51] Tracy Hayes: That was my next question.
[00:15:53] Angi Bell: They can practice the platinum rule. I'll give you a great example. So I
have a client, she has been in the business about four years now. So let's face it. She entered
the business when things were really starting to pick up. And you and I would agree, I think,
on this, that in the last few years, your competitive advantage with speed, right?
You had to get there first. And so now that the market has shifted and it's continuing to shift,
some of her early success, because she has been incredibly successful at, for only being in
the business a few years, some of her original success, she's starting to struggle a little bit
and not understand like, why is the consumer so hesitant?
And so, on a weekly basis, we will often take some of her existing clients and leads that she's
nurturing in her pipeline. And I'll ask her to tell me about them. And as she does, I'm able to
help her then craft a conversation that will help her to feel confident and help her to transfer
that confidence and certainty to the client so that they can make the best decision.
This isn't about manipulating sales. It's about nothing other than transferring certainty to her
clients so that they can feel comfortable and confident that she's helping them make the best
decision.
[00:17:18] Tracy Hayes: We are, we are doing in an emotional, your buying a house can be,
it's an emotional thing. It's just, it's a life changing thing and being able to do connect with
them better makes you a better representative.
[00:17:31] Angi Bell: 100%. It's all about communication. So it's not that she doesn't know
what she's doing or she can't help them. She wasn't aware of more effective ways to
communicate with them so that they could feel her confidence and certainty. And so by using
DISC, knowing who her clients are, and then being able to have conversations that are more
empowering with them, she's finding her success is continuing. And those are things you're
not going to learn when you're just using some script and, you know, following some
formula for how to, you know, convert a lead that is about caring. That's when you serve
from your heart. And that's the kind of coaching that I do. So she feels better.
Her clients feel better. Buyers and sellers get to buy and sell, which they, let's face it, that's
exactly what they want. That's why they hire a realtor.

[00:18:24] Tracy Hayes: Because you know, again, going into, we're talking about 24 goals
and business plan. You're going to be spending more time with your buyers than you've
probably have in the last three years.
You know, looking not only with lack of inventory out there, but obviously finding the ideal
home for them, you're going to be spending more time. So having this, it's not as
transactional as it may have been in 20 and 21, where it's like find the first house and let's see
if we could beat out the offer.
And it was all about the battle. Now you're actually, like you said, spending some time in the
car with them or whatever, you know, driving around and you need to strengthen this
relationship, which ultimately, I would imagine, you know, part of their goals should be, you
know, strengthening that relationship, having a great relationship so you can get referrals.
[00:19:08] Angi Bell: 100%. Let's think about that. So, you know, when speed to market was
your greatest competitive advantage, you know, by the time you got a lead, you were under
contract. You know, if you did it, if you were the fastest. You know you were under contract
fairly quickly and then things sped along to the closing table and you were on to the next
deal.
Now, I'm grateful that people are going to have time to further develop relationships. So
when you've worked with someone for 6, 8, 12 weeks, and they've really gotten to know you,
they've demonstrated how much they care about you, they've understood you, you feel heard,
and then, you know, you were guided to a successful closing, you're more likely to
recommend that person than if, you know, you were just thrown in the backseat, rushed to a,
you know, to a house, you're under contract and closed. What is the value that you can
ascribe to that person if you barely even got to know them because it was, everything was so
fast? So I see a blessing in taking a breath and slowing down and taking our time with people
because we all know that, right?
John Maxwell teaches that anytime someone meets us at a subconscious level, they're asking,
do you care about me? Can I trust you? And then can you help me, right?
[00:20:30] Tracy Hayes: Are you seeing now? I don't think people have quite seen the wave
like the inflationary wave is from the market.
We're now really starting to feel it. I mean, I went and bought a steaks on Sunday and I could
have vomited when I saw the per pound price. But now you're starting to look at 24, starting
a business plan, you're like, well, you know, the leads aren't coming in so fast and then get
them out and show them a home.
You know, we got a contract on it and do a day or two, whatever, that and evening and that
kind of rush. Now it's might be time to you know, sharpen that sword. Take some time. Do a
DISC assessment. You know, I was thinking about an analogy before coming on with you
was, you know, on January 1st, you know, everyone says they're going to go on their diet
plan and all the gym memberships go up, right? Are you seeing that? Are you starting to

have more interaction with beginning agents, top agents? Because I do know you got a coach
as soon as you got in the business as a real estate agent. Are you seeing a little bit more talk
that, hey, Angi, I may need your, I'm going to take some time right now because it is slower
to sharpen my sword and work with you a little more closely.
[00:21:38] Angi Bell: Yeah, well, you know, I work with top agents and I am actually going
to be conducting some group coaching sessions next year that would accommodate, you
know, more folks that are maybe newer to the business or people that really do just want to
sharpen their saw as they have more time to do that.
And I think, you know, I've had a coach now continuously since about 2003. And so I can't
even imagine my life without someone there to be my champion, my cheerleader, and my
challenger. Like, I need to have my ass kicked as much as the next person, right? I think it's
vitally important. But as we continue to move through a shifting and shifted market, with all
of the things that are swirling around outside, it's going to be more important than ever for
people to have that voice of reason, that person that's there to guide them, to champion them,
like I said, to challenge them and keep them on track. This is the perfect time to think about
doing that because it's a crazy world out there. You know, in the business planning
workshop, the first session, I have conversations, I asked them to really put some thought
into a couple of key questions like number one is how's business like just get real. It's not
about you know flogging yourself because you didn't achieve your goals, but just being
honest, you know, you'll never reach your full capacity unless you're willing to interrogate
your current reality.
So I ask them how's business and then I ask them where are you now compared to where you
thought you'd be or wanted to be? That's your gap, right? And then the third question is
what's preventing you from achieving your goals, from bridging that gap. And I think it's an
important topic to consider for each of us individually.
And then I challenge them and I ask them, how many of the things you just wrote down are
things that are outside of your control? Like interest rates, the Federal Reserve, politics, war,
pandemic, you know, consumer, lack of consumer confidence, anything that's going on out
there, because anything you've written down as the reason that you haven't achieved your
goal that's outside of your control, you're doomed.
Because we can't, we should be focused on what we can control. And so I want them to flip
that script and look, what can I do differently? Regardless of the climate out there, what can I
be doing differently to still work towards achieving my goal? And certainly for some folks,
you know, this hesitancy in the market including, you know, obviously that's fueled a lot by
interest rates and some of these lawsuits that are now being settled, you know, those things
will have an effect on the marketplace, but the truth is a lot of people will exit the business,
I'm sure, in the coming 12 to 18 months there will probably be fewer people coming in.
So can you think about, there's a lot of market share that will be available out there for me to
pick up from those, those people.

[00:24:45] Tracy Hayes: You know, we started talking about it and I cut off our pre show
discussion. The NAR lawsuit, right? That's an outside distraction. We have, we can't control
that.
You should know about it, but would you agree, I mean, if there's any training going on right
now, is how to address that should, which I think is going to be minimal. I do not think the
public, in my opinion, The 95 percent of the public has no idea this lawsuit's going on and
because of that, I don't think anything's truly going to change except some addendums as we
talked about the buyer's space, but talk a little bit as, as that because I know as you're
coaching, I imagine your, you know, the top agents are abreast of it and how, what are they
talking about and how are they going to address it with their buyers and sellers as far as that's
concerned and nip it in the bud and be done with it.
[00:25:39] Angi Bell: Yeah. And you know, a lot of my clients, Tracy, this isn't really a
concern for them because they have been consistently conducting thorough buyer
consultations from the get go. And many of them have used the buyer agreement for, you
know, for a really long time now. And I do believe that, you know, it is incumbent upon
realtors to be able to articulate their value to the consumer.
And truth be told, if all you do is throw the buyers in the back seat and go open doors for
them, I don't believe that you've demonstrated the true value. Every realtor knows that the
work that it takes to secure a buyer lead and then help that buyer find a home and then get
them to a closing table is as important as the work that you do with a seller. If you're not
doing a buyer consultation, if you're not articulating that value, don't be surprised when you
have a challenge. But the reality is that leaders anticipate and losers react. And so at this
point, you know, I have some personal questions about where are the brokerages, where are
the state associations, the local boards, and of course, NAR, were they not anticipating that
this was coming and preparing agents?
Or are we now just going to be in reactionary mode and everybody's going to scramble to try
to find a way to cover their, you know, you know what throughout this process. I think agents
should embrace this. If they have not been doing buyer consultations or using a buyer
agreement They should embrace this as an opportunity to up level their game, to set a new
standard, to step up and really show the consumer how much they care and what the value is
that they are bringing to the consumer.
[00:27:26] Tracy Hayes: I think you would agree that this is not going to change the number
of houses that are bought and sold that next year.
[00:27:32] Angi Bell: Correct.
[00:27:33] Tracy Hayes: And the question is, what percentage of those houses are you going
to be involved in, the transactions?
[00:27:39] Angi Bell: You know, I think I was fortunate. I got into real estate because I was a
realtor. I was a realtor. I got into real estate in '06, shortly before the market crashed. And

honestly, I guess ignorance was bliss. I sold a lot of real estate. When a lot of people were
running around crying that the sky was falling, I remember there was an agent in my office
who wore a button that says I refuse to participate in the recession.
I'm with this guy. And so I went out and found people who wanted to buy and sell homes.
And I was very successful throughout that, throughout that time. And so I think this is
another example of that. Are there going to be some changes? Absolutely. It's probably in the
long run, it's going to be a really good thing for the real estate industry, because it will be
very clear what listing agents do and what buyers agents do.
The consumer will really understand. The value that a realtor can bring to them. And I
believe regardless, I've been in this industry for 17 years, and I believe that regardless of
what changes occur, the consumer wants a realtor. They want someone who can help them
navigate the process of buying or selling a home and so, you know, we're going to separate
those who can from those who can't and that's probably a good thing.
[00:28:54] Tracy Hayes: Well, I mean, much like your great athletes. You know, you
yourself have a coach, great salespeople. The top people all tell you that they've have a coach
currently. So I know there's, there's people talk about they have couple coaches, but I've had
a coach at some time or another. It's the same thing when they're going to go buy a home.
They want that coach. They want that confident, they want that person who's on their side
no matter what and has their back because they're going into something they only do several
times in their life for most people. And they don't know what's behind the door. They want
that person that's experienced to hold their hand and guide them through and let them know
everything's okay.
[00:29:33] Angi Bell: Yeah, 100%.
[00:29:35] Tracy Hayes: I wanted to ask you, you know, we spent a few days back in 2019
at the John Maxwell, you've gone deep into the Maxwell team and, and continue. I know you
were, I don't know, you could tell us a little bit what you were with Tony Robbins before
that, and how much you're doing. How does being part of those organizations, how does that
help you when you're doing your, whether it's a group training or your one on one, I know
there's a lot of just I mean, you just John Maxwell and Tony Robbins, I mean, they make you
feel good. I mean, those guys are, just the energy that comes out of them, the knowledge, the
just something about it just gives you, your adrenaline gland goes off type of thing. How has
that changed since 2019 and digging deep into John Maxwell improved your coaching?
[00:30:27] Angi Bell: Yeah, that's great. So, you know, I've been engaged with the Tony
Robbins organization since 2012 and I'm trained and certified through his Robbins Madanes
coaching. And now I'm on the leadership track with the Tony Robbins organization. And
what Tony really teaches is the psychology of success.
And most people want the, how, like, tell me what to do and I'll go do it. But the truth is,
yeah, if you don't get the psychology right though, you know, it's not going to stick, it's going

to be a lot harder to achieve those goals. This is that concept of who are you becoming in the
process of setting and achieving goals.
So my work with Tony continues and as part of the leadership team, I'm learning a lot more
behind the scenes, how he does what he does. Certainly, he is an inspiring figure and he can
really get your adrenaline going, but strategically, he's the best. I mean, he will teach you
how to run a business.
He will teach you how to create success in any area of your life. And I take a lot of my cues
from Tony because he has changed my life. He's changed my life. And as far as the John
Maxwell team, you know, John is the number one leading authority on leadership. And I
think that we are in a place right now, globally, you know, all from the very top, all the way
down to the family, we are in critical need of leaders.
We are so weak in terms of leadership at all levels. And so the reason that I went deeper with
the John Maxwell team is because I believe that it all starts with leadership. And so I want
my clients to be leaders of their businesses. I want them to be leaders in their family, in their
communities of faith, in their charitable organizations.
And when we all can be stronger, better leaders of ourselves and our immediate world, that's
going to ripple out into the, our larger communities, our country and the world at large. And
so that's what John brings to the table is that, you know, that ability to encourage leadership,
to teach leadership. And leaders are not born, they are made.
And so I challenge everyone, everyone watching this, everyone listening to this and you
know, and all of my clients, how can you step up and lead yourself and your immediate
world in a better way so that you can have a positive impact on the world around you? And
so, you know, with the John Maxwell team, my goodness, we can teach you how to better
communicate, how to be a more effective leader, how to lead a team better.
You know, all of those things are super important. So I love being part of the John Maxwell
team for so many reasons but I look forward next year, I'm going to be offering the Maxwell
method of sales that are going to really help people dig deep into how, how to be a better
salesperson.
[00:33:23] Tracy Hayes: Cool. Cool. Angi, what is your, you probably talk about this with
some of your clients, like what's your avatar, right? People come in with issues or whatever.
It's not really issues, would you agree?
You've got agents who are experienced or doing well, but they want to take it to another
level, is that the type of people that you primarily are coaching right now?
[00:33:43] Angi Bell: Yes. In the one on one setting, people come to me, their business has
grown, they're seeing that growth, but they're feeling that pinch because they've, you know,
most of them have hit that ceiling, where at some level they're not going to get to the next
level without some assistance, without some better systems, and without some leverage

potentially through virtual or, you know, actual folks on their team. And so in the one on one
setting, I love working with top agents who are ready to take it to the next level and
potentially build a team of their own of some, you know, any size really in the group settings.
I love working with teams because it's, you know, you've got someone at the top, who is
probably a great leader, maybe not a great coach, or they just need another voice to come in
and support what they've been attempting to do with their team. And the team loves having
someone who's kind of on their side who gets them individually, but wants to raise them up
collectively.
And then I do some small group cohorts that are, you know, more like boot camps or a
breakthrough programs, that could be a combination of a small group of agents from any
level really that wants to grow, but maybe they're not ready for that one on one yet. So in that
one on one, yeah, I love those agents that are, they've got a knot on their head cause they
keep bumping up against their ceiling.
[00:35:02] Tracy Hayes: When you talk about mindset, 'cause I think a lot of people don't
realize they are successful to a certain level, you know, they may be listening to this because
while I'm not that top agent, when really they actually are, they don't realize they are actually
doing really well.
They've hit this lid and don't realize why they're sort of treading water, that reaching out to
you for a consultation and figuring out whether or not they would be a good coaching client
to truly move their business to another level. They shouldn't be so shy about it. But would
you agree that a lot of people underestimate themselves?
[00:35:33] Angi Bell: 100 percent. 100 percent. Because, you know, in many brokerages,
your knowledge of what somebody else is doing it can be limited and oftentimes the agents
that are promoted at the meetings, you know, are the ones that are really at a different level
and, you know, maybe sleeping under their desk because they're just working so hard.
So maybe their quote success seems out of reach for you. A lot of agents think, you know,
I'm already working seven days a week. I can't work any harder. So how can I possibly
grow? And so I encourage people just reach out, set up a complimentary discovery call with
me. I'm happy to talk with anyone who wants to know if they're ready.
But the truth is, you know, like you and I know about coaching, we need them at all levels. I
mean, you know, I've got grandchildren, they've got coaches. For everything that they do,
guitar, basketball, baseball, swimming, all of those things, they've got people that are helping
them along so that they can find better, more effective ways to, you know, become successful
at whatever it is.
So I think we're all familiar with the concept from a very early age. And let's face it, the best
teachers are coaches. So, you know, it's all part of it. It's interesting that so many people get
into business and think I should know how to do this and I shouldn't need someone to help
me. That's insane.

We all know that when you work with someone who is an expert and can help you grow,
you're going to grow faster than if you try to figure it out on your own. And that's the magic.
I think of coaching. It's that collaborative effort to help you get to your best next level. And
that's what I love to do.
[00:37:13] Tracy Hayes: Excellent. I appreciate you coming on today. You post on LinkedIn
quite a bit. That's, that's your kind of your social media space, we want to call it. Angi at
Angibell.Com. Obviously, from the audio version, this will be on the show notes and Apple
and Spotify and everything, her contact information. But simply look up Angi with an I,
Bell, simple as that, on LinkedIn, and reach out and, you know, have that one on one
consultation. And don't underestimate yourself. I think this is a perfect time to reset because,
like you said, a lot of people are going to drop out of the industry, both in the mortgage sides
are already seeing loss, you know, huge losses, and we're going to find out as the year ticks
along the amount of licenses that are being pursued for new agents and so forth, I'm sure is
dropping. You know, agents are going to fall out.
And are you going to attack 2024 with a sharpened sword?, You know, and go out there and
get a little more than you did in 23, even though the market might not be as healthy as it was
in an early part of this year, you know?
[00:38:11] Angi Bell: 100%. And regardless of where you are in your business. You know,
this is your time.
Take a breath, figure out what you need to focus on in order to grow to the next level,
whatever that next level is. Don't be in despair about what's going on out there. You can't
control any of it. You can only control yourself. And so go build relationships. And you'll
have success.
[00:38:35] Tracy Hayes: I always have one more question and I've got one. I want your
opinion on this. We've had a lot of agents that became agents in 2018, 19, and they've only
seen, you know, they weren't in 2006 like you and I were in there and saw what happened in
07 and 08 and wondered, are we in the right industry? Should we get out of this type of
thing? They had success.
They are a successful agents, maybe they're a little nervous about 2024 because they really
do need to have that coach, that confidant in their corner to square away their business now
that they've accumulated all these past clients over the last few years, and now they really
need to truly, you know, milk those clients and the referrals and to continue the business in
the 24, would you agree?
[00:39:20] Angi Bell: Yes, 100%, 100%. And I would say to anybody who hasn't
experienced in a market other than the one we just sort of came out of, buckle up. This is
business. This is real estate. Just like the economy, it is all cyclical. And so we are in the
winter. But spring always follows winter. Are you going to be prepared?

Are you going to be ready or are you going to be behind, you know, behind the eight ball as
they say? And I think even if you feel that your business has slowed, you know, just keep
jogging. It's a hell of a lot easier to pick up the pace and run again from a slow jog than from
sitting on the bench.
So keep moving forward regardless of whether, you know, you may have a flat year next
year or you may experience a slight decline. It doesn't have to be that way, but if it is, don't
give up. This is 100 percent up to you. And if you go into your office and people are crying
about the sky is falling, get out of there and go have a conversation with someone because
the conversation will lead to a transaction, which will lead to repeat and referral business.
That's the name of the game. It's that simple. Go take care of people.
[00:40:29] Tracy Hayes: Angi. Love you. Appreciate it. Great stuff today.
[00:40:33] Angi Bell: Thanks, tracy.
[00:40:34] Tracy Hayes: We'll talk to you soon.
[00:40:35] Angi Bell: Okay.
[00:40:35] Tracy Hayes: Have a great day.
[00:40:36] Angi Bell: You too.
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