During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Michael Hellickson, founder of Club Wealth Coaching, about how to create top performing agents and top performing teams. Learn the five key habits Michael recommends that sets successful agents apart from all the others. Episode Highlights:  Through years of work with top real estate coaches, Michael learned he couldn't be a one or two-trick pony. He had to figure out a stack of technology, leads, systems, and people to create his success. To be successful, you must get your habits right. The new tools out there are adaptive ways to do the old things that we've been doing. Give methods enough time to work before quitting. Habit #1 is lead generation. Lead generation happens in many different ways. If you want to make six figures in real estate, you need between ten and fifteen lead sources. If you have more time than money, you're in Tier 1. This is chasing business. As you transition into Tier 2, you can attract business. Diversifying your lead flow is crucial. Referral-based business is lower than ever before. 92% of buyers start their home search online. Be the first agent people are coming across. Every lead source has a cash conversion cycle. Habit #2 is to nail lead follow up. The first three habits should make up 90% of your day. Get to these leads very quickly. Your speed to lead should be under 30 seconds. Keep them on the phone for five minutes to block out competition. Call. If they don't answer, don't leave a message. Redial and if they don't answer, text. Let them know you didn't want to drop the ball. Most of the best lead follow up will come from you picking up the phone. Habit #3 is lead conversion. Get them to meet you in person because your chances of being able to sell to them increases. Inconvenience yourself before inconveniencing them. Michael provides a script after setting the appointment. Habit #4 is having balance in your life. When you're at work, focus on work. When you're with your family, focus on your family. Habit #5 is being in the habit of being profitable. Have a profit and loss statement that is easy to understand. 3 Key Points: To be successful in any field, you must master your habits. Diversify your lead flow. Referral based business is down.  Focus 90% of your time on lead generation, follow up, and converting leads. Resources Mentioned: LCA Marketing Center: LCAmarketingcenter.com Lab Coat Agents: LabCoatAgents.com Send a text to 727-287-5993 with the words “CLUB WEALTH” to receive 17 free lead sources. Michael Hellickson LinkedIn, Facebook Club Wealth Real Estate Mastermind Facebook group