Latest / Massive Agent Podcast / How To Stand Out And Get Hired As A Realtor

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How To Stand Out And Get Hired As A Realtor · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we're going to tell you how you can differentiate yourself.
• 0:04
  SPEAKER_00: If why should a seller hire you?
• 0:06
  SPEAKER_00: I mean, it's not like you're the only realtor in your town.
• 0:09
  SPEAKER_00: So why the hell should they hire you over the other one?
• 0:14
  SPEAKER_00: Right?
• 0:15
  SPEAKER_00: You need to you need to be able to articulate that.
• 0:18
  SPEAKER_00: And if you know what that is, if you know what your differentiator is going into listing presentations, you're going to be that much more confident you're going to get so many more deals.
• 0:27
  SPEAKER_00: So let's jump into it.
• 0:30
  SPEAKER_01: The master agent podcast.
• 0:37
  SPEAKER_00: I love to buy houses.
• 0:38
  SPEAKER_00: I like to sell houses.
• 0:40
  SPEAKER_01: It's great both.
• 0:55
  SPEAKER_00: What is up, everybody?
• 0:57
  SPEAKER_00: Welcome to episode 195 of the Massive Agent Podcast.
• 1:01
  SPEAKER_00: We are getting dangerously close to episode 200, and I still don't have a clue what I'm going to do for episode 200 to make it special and unique, but I'll figure it out.
• 1:09
  SPEAKER_00: I have five weeks.
• 1:11
  SPEAKER_00: Um today, guys, we are talking about how to differentiate yourself as an agent.
• 1:17
  SPEAKER_00: Because as you may have noticed, everyone out there knows 42 other realtors because everyone and their dog and their dog's previous owner, they're all agents, right?
• 1:29
  SPEAKER_00: So why should they hire you?
• 1:31
  SPEAKER_00: Why should they hire you to help them buy or help them sell?
• 1:35
  SPEAKER_00: You need to know this and you need to articulate it.
• 1:38
  SPEAKER_00: All right.
• 1:39
  SPEAKER_00: So two different parts to this whole conversation here.
• 1:43
  SPEAKER_00: You need to know what makes you different, and then you need to let everyone else know that.
• 1:49
  SPEAKER_00: All right.
• 1:49
  SPEAKER_00: And if you know what makes you different and you've got it dialed in, like dialed the hell in, but then no one else knows about it, you don't really have it dialed in.
• 2:01
  SPEAKER_00: So I remember back when I was a brand new agent and I was, um, I had a mentor, and I was like, okay, what do I do?
• 2:10
  SPEAKER_00: I got my license, and you know, since the license has uh getting your real estate license, the training is ridiculous.
• 2:18
  SPEAKER_00: They're training you for absolutely nothing that you'll ever need, literally ever.
• 2:23
  SPEAKER_00: Meets and bounds, how to how to identify a the type of sinkhole.
• 2:29
  SPEAKER_00: I mean, come on, come on.
• 2:31
  SPEAKER_00: They don't teach you a goddamn thing about how to be a real estate agent or how to be a successful real estate agent, and definitely don't teach you how to get deals.
• 2:39
  SPEAKER_00: So I'm sitting there, I got my license, I'm you know, super, super new, and I'm like, uh, okay, tell me what to do.
• 2:46
  SPEAKER_00: Don't have a clue.
• 2:48
  SPEAKER_00: And uh my mentor was like, well, what what's different about you that no other realtor out there has or offers?
• 2:56
  SPEAKER_00: And so here's what I'm gonna tell you guys.
• 2:58
  SPEAKER_00: When I started thinking about this, I thought literally I needed to find something, like it, something that I was offering, or a special program or incentive or something that literally no other agent in the Salt Lake area was offering.
• 3:16
  SPEAKER_00: And and so it stressed me the hell out for so long because I'm like, well, I guarantee so-and-so is doing this.
• 3:21
  SPEAKER_00: Well, that's not that special, that's not that unique.
• 3:23
  SPEAKER_00: Uh, I got to think of some, I have to invent something.
• 3:26
  SPEAKER_00: I have to invent a concept, and it stressed me out.
• 3:29
  SPEAKER_00: And you guys, some of you guys may be in that situation where you're like, Well, what makes me special?
• 3:34
  SPEAKER_00: What differentiates me?
• 3:35
  SPEAKER_00: And I think I said differentiate.
• 3:38
  SPEAKER_00: Yeah, differentiates.
• 3:40
  SPEAKER_00: I'll try to limit my use of that word for uh for all of our, you know, for the common good today.
• 3:46
  SPEAKER_00: Anyways, what separates you from other realtors?
• 3:49
  SPEAKER_00: Uh, I I just started overthinking it, and and so now that I've been in the industry for you know going on 11 years, it doesn't have to be some newly invented uh concept that you're offering.
• 4:04
  SPEAKER_00: That's great, that's awesome, but do you need to to like have some completely invented concept to be successful?
• 4:14
  SPEAKER_00: Absolutely not.
• 4:17
  SPEAKER_00: Absolutely not.
• 4:18
  SPEAKER_00: Now, you and the way you do business, your personality, your communication style, all of that, that's unique.
• 4:27
  SPEAKER_00: So, right there, that's part of it.
• 4:30
  SPEAKER_00: But you can't just say you should hire me because I have a great personality.
• 4:34
  SPEAKER_00: I mean, that's honestly, guys, that's a reason why people will hire you.
• 4:39
  SPEAKER_00: You know, that's part of it, but you don't say it.
• 4:42
  SPEAKER_00: That's the part you don't say out loud.
• 4:43
  SPEAKER_00: You know, you don't say, uh, well, you should hire me because I'm funny or whatever.
• 4:48
  SPEAKER_00: That's gonna help them hire you, but it's not the reason why they should.
• 4:52
  SPEAKER_00: Okay, so that's part of it.
• 4:54
  SPEAKER_00: So I I want you here's why I even bring that up.
• 4:57
  SPEAKER_00: I want you to wrap your head around the fact and accept the fact that you don't need some invented concept that literally no other agent's doing.
• 5:06
  SPEAKER_00: You just have to do what's working in your own unique way with your own unique spin on it.
• 5:11
  SPEAKER_00: That's it.
• 5:12
  SPEAKER_00: Okay, now how to communicate that with clients.
• 5:16
  SPEAKER_00: All right.
• 5:17
  SPEAKER_00: Um, that can be done in in many different ways.
• 5:20
  SPEAKER_00: So I'll talk about the message and then how to deliver the message, how to actually get it out there.
• 5:24
  SPEAKER_00: And um, this is if you guys listen to episode, I think it was 193 with Krista May Shore, just two episodes ago, she gets almost every listing that she goes to present for.
• 5:37
  SPEAKER_00: Like pretty much every single one.
• 5:40
  SPEAKER_00: And the reason why is because she has a very unique 15-step uh pre-listing process where she sends out a bunch of stuff and it's super, you know, it's this big process to where like she's building massive credibility for herself and educating sellers before she ever meets them in person.
• 6:00
  SPEAKER_00: So that's unique.
• 6:02
  SPEAKER_00: That's you so if you can do something like that, and I I know she's not the only one that does that, there's lots of agents that send out a pre-listing packet or a pre-listing book or you know, a series of emails or videos that go out to the client before you ever sit down with them, but she did it in her own unique way, which with that context, no one else is doing in her area.
• 6:25
  SPEAKER_00: Other people are doing it, but no one's doing it quite like her.
• 6:28
  SPEAKER_00: So she's getting a ton of sellers that way.
• 6:31
  SPEAKER_00: Um, not many people are doing that kind of stuff.
• 6:34
  SPEAKER_00: Okay.
• 6:35
  SPEAKER_00: So it could be a pre-listing, uh, a pre-listing process, a pre-listing system or strategy that you have in place.
• 6:42
  SPEAKER_00: That works great.
• 6:43
  SPEAKER_00: And then you in your own unique personality and your unique way of educating the seller on what they need to know, that's super unique.
• 6:50
  SPEAKER_00: That's gonna win you a ton of business.
• 6:52
  SPEAKER_00: This you could do the same thing with buyers.
• 6:53
  SPEAKER_00: It doesn't have to be a pre-listing uh thing.
• 6:56
  SPEAKER_00: It could be a pre-buyer consultation thing where you send them a bunch of stuff, some videos, you train them, you you're basically building your own credibility and edifying yourself because you're teaching them so that once you finally show up to that meeting or have that first phone call or that first Zoom meeting, the buyer's like, okay, I know this person, I know this agent.
• 7:17
  SPEAKER_00: They're they've taught me so much, they obviously know they're shit, they're super freaking sharp, and they've already kind of made up their mind that they're gonna hire you.
• 7:26
  SPEAKER_00: So then the meeting is just kind of a formality where they're like, okay, how do we do this?
• 7:30
  SPEAKER_00: Where do we sign?
• 7:31
  SPEAKER_00: Where do we sign?
• 7:32
  SPEAKER_00: Like if you guys are doing this right, the the pre-listing or pre-buying consultation, whatever, you do that right, and then you're just showing up to get the contract signed, to get your buyer broker or your listing agreement signed.
• 7:46
  SPEAKER_00: Not bad, right?
• 7:47
  SPEAKER_00: Okay, so switching gears slightly back to where we were, because this is just how my mind works.
• 7:53
  SPEAKER_00: I'm not a linear guy, as you well know.
• 7:56
  SPEAKER_00: That's why the squirrel is one of the most frequently uh it's one of our most frequent guests here on the show, is this the squirrel.
• 8:03
  SPEAKER_00: One of these days, I'm gonna dig up that damn squirrel pillow that one of you guys sent me and just have it back here.
• 8:08
  SPEAKER_00: Yeah, I haven't done that in a while.
• 8:10
  SPEAKER_00: It's been years since I had the uh squirrel pillow.
• 8:13
  SPEAKER_00: Anyhow, um, if you're a new agent, if you're a solo agent and you are uh trying to differentiate yourself or separate yourself from other agents, other teams, other you know, massive teams that have a big presence in your area with 30, 40 agents, and you you as a solo agent or especially a new agent, you're like, how the hell do I compete with that?
• 8:35
  SPEAKER_00: Well, let me tell you, what you what you have going that they probably don't is if you if it's your first transaction for the right seller or the right buyer, that's actually a huge value add.
• 8:49
  SPEAKER_00: Okay, because you're gonna be able to provide your undivided attention.
• 8:53
  SPEAKER_00: You your your hunger and your focus is going to be greater than anyone else can offer because you want to get that first deal done.
• 9:00
  SPEAKER_00: And you don't just want to get it done to get paid, hopefully.
• 9:04
  SPEAKER_00: You want to get it done and get that five-star review and wow the wow the shit out of your client so that they refer you to their friends and their family, and then your business grows.
• 9:15
  SPEAKER_00: And if you if you tell them right up front that that's your plan, here's my here's here's my plan, guys.
• 9:19
  SPEAKER_00: My goal is not just to help you sell this house, but to earn a five-star review because we crushed it.
• 9:26
  SPEAKER_00: We got you a ton of money.
• 9:27
  SPEAKER_00: It was an easy process.
• 9:29
  SPEAKER_00: We took a bunch of the stress off your off your shoulders.
• 9:32
  SPEAKER_00: And I want, I want to do such a great job that you refer me to other to your friends and family.
• 9:38
  SPEAKER_00: And if they know it's your first deal and they can see you're genuine and that you can actually do the things you're saying you're gonna do, you're gonna get a lot of business that way.
• 9:45
  SPEAKER_00: You can do that as a new agent.
• 9:47
  SPEAKER_00: If you've been in the business for 15 years or eight years, that's a little harder saying, you know, you have my undivided attention.
• 9:53
  SPEAKER_00: They're like, haven't you been an agent for eight years?
• 9:55
  SPEAKER_00: Like, why don't you have other clients?
• 9:56
  SPEAKER_00: It's a different conversation when you're new.
• 9:59
  SPEAKER_00: So use that to your advantage.
• 10:00
  SPEAKER_00: Okay.
• 10:01
  SPEAKER_00: Use that to your advantage.
• 10:02
  SPEAKER_00: If you're solo, again, they're gonna have your undivided attention, they're gonna be working with you and only you.
• 10:09
  SPEAKER_00: Now, from a business standpoint, ideally you guys start moving away from that because it's not scalable.
• 10:16
  SPEAKER_00: If that's literally all you want from your career, is just for you to wear all the hats and do all the things, cool.
• 10:21
  SPEAKER_00: Who am I to tell you you you shouldn't do that?
• 10:23
  SPEAKER_00: But if you guys are where I think most of you are, is where you want to scale and grow and continue to scale and grow, and you know there's only so many hours in the day that you can personally work, there's only so many hours in the day that you should work because you have a life or you should, you have a family, you you have all these things outside of work that you really should be doing to take care of yourself and to actually be a happy, fulfilled individual, kind of important.
• 10:50
  SPEAKER_00: But um, you know, well, I went off on a tangent there.
• 10:54
  SPEAKER_00: Squirrel moment.
• 10:56
  SPEAKER_00: If you are solo, you the they know that they're only going to be meeting with you.
• 11:01
  SPEAKER_00: You're their single point of contact for a lot of clients.
• 11:03
  SPEAKER_00: That's a great thing.
• 11:04
  SPEAKER_00: Now, if you are a team or a team member and you're you are just one piece of the puzzle, and there's a group of uh a group of people who will help them throughout the transaction, you just that's also a great thing if you can teach them how that's great, right?
• 11:21
  SPEAKER_00: If here's what if you're just working, if the seller's just working, sorry, if a buyer's just working with a solo agent and they need to see if they they're like, hey, this property just popped up, we need to go see it right now.
• 11:33
  SPEAKER_00: You may be booked up with other clients or some other obligation.
• 11:36
  SPEAKER_00: If you are part of a team or you run a team, you sell that as hey, anytime you need to see a property, we can accommodate because it's not just me.
• 11:44
  SPEAKER_00: We have a team of people that are ready to show the property for a time that's best for your schedule.
• 11:50
  SPEAKER_00: We can we can show you homes and make offers and meet based on your needs, not ours.
• 11:56
  SPEAKER_00: That's a big deal.
• 11:57
  SPEAKER_00: Okay, also brain power.
• 11:59
  SPEAKER_00: Okay, when you have six people that are all participating in a transaction, you can sell that as, hey, this is actually super helpful for you, Mr.
• 12:07
  SPEAKER_00: Buyer, Mr.
• 12:09
  SPEAKER_00: Seller, because you have six of us.
• 12:12
  SPEAKER_00: Six brains are better than one, and we're gonna be able to knock this out of the park with teamwork.
• 12:17
  SPEAKER_00: You sell it as, you know, like a like a surgeon, um, you know, they they don't do, they're not at the front desk, you know, getting them to getting people to sign the forms and the waivers and everything.
• 12:28
  SPEAKER_00: They're not also cleaning the operating room.
• 12:30
  SPEAKER_00: You know, they're there for one specific purpose to do the surgery.
• 12:34
  SPEAKER_00: And they have all these, all the supporting staff around them to help them.
• 12:37
  SPEAKER_00: That's what you are.
• 12:39
  SPEAKER_00: If you have a team, that's what you should be, and what you should be building towards is you're there for a specific purpose, and then you have other role players that are doing the things they need to do to make the transaction possible and to service the shit out of the client.
• 12:54
  SPEAKER_00: More brain power.
• 12:56
  SPEAKER_00: Uh, teams can have more efficiency.
• 12:58
  SPEAKER_00: Sometimes solo agents can have more efficiency.
• 13:01
  SPEAKER_00: It depends on the solo agent, right?
• 13:03
  SPEAKER_00: Are you somebody, if you're solo, are you super efficient and you know, lightning quick?
• 13:08
  SPEAKER_00: Hopefully, you have a freaking transaction coordinator by now, because that's the first step towards efficiency, is so that you're not doing all the paperwork bullshit.
• 13:17
  SPEAKER_00: Um, and see, even as a solo agent, you can outsource certain parts of the job so that you, you know, you can focus on income-producing activities and servicing more clients.
• 13:29
  SPEAKER_00: If you're busy doing all the paperwork and putting your signs up and taking them down and key boxes and all this stuff, you don't personally have to do that shit.
• 13:37
  SPEAKER_00: And then you're like, oh, well, you know, I don't really have time to post on social media.
• 13:42
  SPEAKER_00: It's because you've chosen to use your time poorly.
• 13:46
  SPEAKER_00: You've made pretty shitty decisions with your time.
• 13:48
  SPEAKER_00: You're still mowing your grass because real men or you know, I had a few messages on Instagram this last week when I asked if you if you know who's still mowing their grass, and someone was like, real men mow their grass.
• 14:02
  SPEAKER_00: Do they?
• 14:03
  SPEAKER_00: Or, you know, or is that just a story you're telling yourself?
• 14:06
  SPEAKER_00: Because I don't like mowing my grass.
• 14:08
  SPEAKER_00: I don't feel like any less of a man because I pay someone to do it and I free up another hour, hour and a half per week.
• 14:14
  SPEAKER_00: Plus, uh, you know, helping to stimulate the economy and giving somebody else a livelihood by um, you know, supporting them.
• 14:20
  SPEAKER_00: I don't think that's that bad of a deal, anyhow.
• 14:25
  SPEAKER_00: Um, yeah, that there's things that you can do to outsource so that you are not wearing all the hats.
• 14:32
  SPEAKER_00: If you're wearing all the hats, I'm sorry, that's not a smart business play.
• 14:36
  SPEAKER_00: You're not you're not a business at that point.
• 14:39
  SPEAKER_00: You are you are running your own job, and you're not even doing it efficiently.
• 14:45
  SPEAKER_00: So you can do better.
• 14:46
  SPEAKER_00: Get a freaking transaction coordinator, get over this thing that it's an expense, it's not an expense.
• 14:51
  SPEAKER_00: Get over this thing.
• 14:52
  SPEAKER_00: Well, oh, it only takes me 15 minutes to do this, it only takes me a few minutes to do this.
• 14:56
  SPEAKER_00: You're missing the point.
• 14:58
  SPEAKER_00: You're missing the point.
• 14:59
  SPEAKER_00: Get a transaction coordinator so you don't have to worry about that part, so you can focus on this part and do much more of it and let the transaction coordinator do that part.
• 15:09
  SPEAKER_00: Pretty simple.
• 15:11
  SPEAKER_00: But it's not simple for some of us because we're like, well, you know, why would I pay someone a few hundred bucks when it's only going to take me 10 minutes?
• 15:19
  SPEAKER_00: You just don't get it.
• 15:20
  SPEAKER_00: Try it for a couple of transactions, and I promise you, you'll you'll think, how the hell did I ever do business any other way?
• 15:26
  SPEAKER_00: There's a reason why the biggest producers all have assistants and transaction coordinators.
• 15:32
  SPEAKER_00: Hmm, interesting.
• 15:34
  SPEAKER_00: So um that that's how you those are some of the ways you differentiate yourself or explain, you know, what you offer that others don't.
• 15:44
  SPEAKER_00: Um, now your marketing is also part of this.
• 15:46
  SPEAKER_00: It's it's not just you know who you are, how you do things, your business makeup, all of that.
• 15:50
  SPEAKER_00: It's the marketing, especially on the seller side.
• 15:53
  SPEAKER_00: Not so much marketing on the buyer side.
• 15:55
  SPEAKER_00: Now, you need to know how to negotiate, you need to know how to present the best offer, and and you need to know some strategy behind how to present a great offer and how to get those offers accepted and how to use your lender to help you and all of that stuff.
• 16:07
  SPEAKER_00: You need to know that shit.
• 16:08
  SPEAKER_00: Now, the key is to communicate that with the client.
• 16:12
  SPEAKER_00: If it's a buyer, communicate what you do and why you're so good at getting offers accepted.
• 16:18
  SPEAKER_00: And if you give specifics, they, the buyer, are gonna think, okay, they know what they're doing.
• 16:23
  SPEAKER_00: And then they feel bought in.
• 16:25
  SPEAKER_00: They feel bought into what's what's happening because they're like, okay, I understand what's gonna happen.
• 16:32
  SPEAKER_00: Like I now understand what's happening behind the scenes rather than just make offer get house.
• 16:37
  SPEAKER_00: They know that there's more to it.
• 16:39
  SPEAKER_00: And so if you explain that, you're more credible, you're you're the professional, you're the one they want to work with, you've educated them, you're the teacher, okay?
• 16:49
  SPEAKER_00: But they're also gonna be more patient with you and more understanding if something happens where they don't get the house, right?
• 16:56
  SPEAKER_00: Because they know there's so much more behind the scenes that you are handling.
• 17:00
  SPEAKER_00: But if you don't say anything, they're just like, well, we made an offer.
• 17:03
  SPEAKER_00: Why the hell aren't we getting this house?
• 17:06
  SPEAKER_00: What the shit?
• 17:07
  SPEAKER_00: Like, what you didn't do, you didn't do your job, asshole.
• 17:10
  SPEAKER_00: You know, that's on you as the agent for not communicating.
• 17:14
  SPEAKER_00: Um, as the as a listing agent, when you show up at a listing presentation, you guys go back and listen to episode 193 with Krista Mayshore, where she talks about her her pre-listing um process.
• 17:27
  SPEAKER_00: You guys need to have some version of that.
• 17:29
  SPEAKER_00: If you just if if a seller calls and you're like, oh, cool, what's your address?
• 17:32
  SPEAKER_00: All right, I'll be there at three, and you show up, and that's literally the first interaction at all, you're already swimming upstream.
• 17:40
  SPEAKER_00: You're already set up for failure because you have you haven't warmed them up.
• 17:46
  SPEAKER_00: You're showing up cold.
• 17:47
  SPEAKER_00: You're showing up cold.
• 17:48
  SPEAKER_00: It's not just you that's showing up cold, the seller is is going into that meeting cold too.
• 17:53
  SPEAKER_00: Now, they've if you've been doing some content marketing and there are videos out there on the internet, and there is content on your website where they can actually get to know you a little bit better as the agent, and that's why they're calling you in the first place.
• 18:07
  SPEAKER_00: Great.
• 18:08
  SPEAKER_00: Content can do a lot of this work up front for sure.
• 18:11
  SPEAKER_00: But as far as like their house, and here's what they need to know about the selling process and all of that, you've got to have some of that going before you show up.
• 18:19
  SPEAKER_00: It doesn't need to be 15 steps, but if you can get to you know three steps before that meeting, you're going to win so many more listings.
• 18:27
  SPEAKER_00: Okay.
• 18:28
  SPEAKER_00: And then you're going to show up and differentiate yourself by showing them, hey, we know what we're doing.
• 18:34
  SPEAKER_00: We're educators, we're experts on this.
• 18:37
  SPEAKER_00: Being an expert is one hell of a way to show that you are better than the rest, that they should choose you over the others.
• 18:44
  SPEAKER_00: If they believe you are the most credible, the most knowledgeable, the most skilled, and that they believe you can actually get the job done that you that you're telling them you can do.
• 18:56
  SPEAKER_00: That's a pretty big differentiator.
• 18:58
  SPEAKER_00: And that all starts before the meeting ever happens.
• 19:02
  SPEAKER_00: It starts before they even call you with the content that you put out there that you have in your Facebook ads, your website, your emails, um, social media, all that stuff.
• 19:10
  SPEAKER_00: Okay, but then when you're sitting down with them, there's agents out there that literally don't have a listing presentation.
• 19:17
  SPEAKER_00: They don't have a listing presentation.
• 19:18
  SPEAKER_00: I think Ricky Carruth said he doesn't have a listing presentation.
• 19:22
  SPEAKER_00: He just shows up and asks questions.
• 19:24
  SPEAKER_00: He just asks a bunch of questions and and finds out what they need.
• 19:29
  SPEAKER_00: And uh, Zeus Kang, who was on the show before about how to kill the listing presentation, he doesn't like listing presentations.
• 19:37
  SPEAKER_00: He asks questions and gets the seller to show them around.
• 19:39
  SPEAKER_00: And uh, you know, and now he has some pieces of information that they're gonna need, like what do you list it at and all that stuff.
• 19:47
  SPEAKER_00: But usually you don't even know that till after you've seen the house and see what kind of condition it's in.
• 19:51
  SPEAKER_00: Because what if you're if you are showing up at a listing presentation already knowing what it should the house should be listed at, you're no better than Zillow.
• 20:00
  SPEAKER_00: You are you're a walking zestim, you're a zestim with a Macy's suit.
• 20:05
  SPEAKER_00: Okay, because Zillow, how are they supposed to accurately estimate the value of your home if they've never freaking seen inside?
• 20:14
  SPEAKER_00: So if if if we bag on Zillow for their shit zestimates, and then we show up and do literally the same thing and already have a value in mind before we've seen the interior, we're no better.
• 20:27
  SPEAKER_00: Food for thawed, right?
• 20:29
  SPEAKER_00: Just a walking Zillow.
• 20:31
  SPEAKER_00: Maybe that's good, maybe that's bad.
• 20:33
  SPEAKER_00: But in this context, bad.
• 20:36
  SPEAKER_00: Yeah.
• 20:37
  SPEAKER_00: So, guys, you don't have to have like this super special, super secret, ultra platinum offering that literally no one else does.
• 20:48
  SPEAKER_00: You can piece together a bunch of different things that others offer.
• 20:52
  SPEAKER_00: Um, an eye-buying program.
• 20:54
  SPEAKER_00: My friend Jason Cassidy with with Compass in San Diego, he has um he has investors.
• 21:00
  SPEAKER_00: And so he's just built his own iBuyer program where he can provide instant offers.
• 21:05
  SPEAKER_00: Uh Clayton Gitz, my mentor in Richmond, Virginia, his team has an instant offer program where they will make an offer because they have investment behind it.
• 21:14
  SPEAKER_00: That differentiates people.
• 21:16
  SPEAKER_00: Bridge loans.
• 21:16
  SPEAKER_00: There's certain brokerages or certain companies out there that you can team up with and link arms with that if a seller needs to redo their basement or repair their kitchen or something before listing, the the company or the brokerage or whoever will actually just do it and then get paid back at closing.
• 21:36
  SPEAKER_00: Bridge loans are huge.
• 21:38
  SPEAKER_00: If you show up to a listing and you there are four other agents or three other agents, you're the fourth, and those other three are like, okay, you need to redo your kitchen, you need to finish your basement, blah, blah, blah.
• 21:48
  SPEAKER_00: And then we'll list it at this price, and they leave it at that.
• 21:50
  SPEAKER_00: And most of them do.
• 21:52
  SPEAKER_00: And you show up and say, Yeah, you need to do those things, but why don't you just use our bridge loan program?
• 21:56
  SPEAKER_00: We'll pay for the repairs.
• 21:58
  SPEAKER_00: You you list with us, you Pay it back with the proceeds at closing, bing, bing, boom.
• 22:03
  SPEAKER_00: You're gonna get a shitload of listings that way.
• 22:06
  SPEAKER_01: Mm-hmm.
• 22:06
  SPEAKER_00: Because that's unique.
• 22:08
  SPEAKER_00: It's not, you're not the only one doing it, but you're probably the only one that the seller is speaking to.
• 22:13
  SPEAKER_00: So, guys, I I hope that this my goal here was to just give you some perspective and give you permission to not think that you need to be the only one doing a certain thing.
• 22:24
  SPEAKER_00: You just need to put a bunch of these pieces together in a way that nobody else is.
• 22:27
  SPEAKER_00: All right.
• 22:28
  SPEAKER_00: Because the fact of the matter is there's no one like you.
• 22:31
  SPEAKER_00: There's no one with your personality, there's no one that's going to do things or say things or present things the way you do.
• 22:36
  SPEAKER_00: Now you put all these other offerings together and all these other pieces, and that becomes the big package.
• 22:42
  SPEAKER_00: That is what differentiates you from others.
• 22:46
  SPEAKER_00: Now you have to just get others to know that.
• 22:48
  SPEAKER_00: So you use the marketing, you use your social media skills, everything we talked about in the show all the damn time.
• 22:53
  SPEAKER_00: Everyone who's joined the Massive Agent Bootcamp, you guys that have learned all this stuff over a 60-day period.
• 22:58
  SPEAKER_00: By the way, MassiveAgent Bootcamp.com, still a few spots available.
• 23:02
  SPEAKER_00: Start September 29th.
• 23:04
  SPEAKER_00: Highly recommend that.
• 23:06
  SPEAKER_00: But you then use video to educate the marketplace on what you just decided on, like what differentiates you.
• 23:16
  SPEAKER_00: I told you I wouldn't use that word differentiate, but I've been I've been doing pretty well.
• 23:20
  SPEAKER_00: So I'm just gonna keep going.
• 23:22
  SPEAKER_00: You need to if you can say, okay, here's what we offer, here's all the things, here's what makes me or us special, then let the world know through video.
• 23:34
  SPEAKER_00: Use graphics, use video and graphics, use posts, use blog posts, use video slideshows, all the stuff.
• 23:43
  SPEAKER_00: First, you have to decide what it is you offer what makes you special and unique.
• 23:47
  SPEAKER_00: Then you take that and use all the video and everything you have available to you to get the word out.
• 23:54
  SPEAKER_00: Put it on your website, put it on YouTube, put it on social media, Facebook ads, all the stuff.
• 24:00
  SPEAKER_00: All the stuff that is how you crush.
• 24:04
  SPEAKER_00: And you guys that are struggling right now, I can guarantee it, you don't have a coherent intentional strategy behind this.
• 24:12
  SPEAKER_00: I guarantee it.
• 24:13
  SPEAKER_00: Okay, if you're struggling, it's because this is not coherent, it's not consistent, and it's not um maybe you do internally, but then if no one else knows about it, what's the point?
• 24:26
  SPEAKER_00: So if you get all those pieces together, your struggle disappears.
• 24:31
  SPEAKER_00: Like you're boom, you're just not struggling anymore.
• 24:34
  SPEAKER_00: How amazing is that?
• 24:36
  SPEAKER_00: Right?
• 24:37
  SPEAKER_00: It's gonna take some work, it's gonna take some thought, it's gonna take some focus.
• 24:41
  SPEAKER_00: By the way, guys, I just finished this amazing book on Audible called Total Focus by uh I think it's by Brandon Webb.
• 24:48
  SPEAKER_00: Um, he's a former Navy SEAL, and um let me find it real quick.
• 24:54
  SPEAKER_00: This is worth waiting for, guys.
• 24:56
  SPEAKER_00: Total Focus Brandon Webb.
• 25:00
  SPEAKER_00: Uh yep.
• 25:03
  SPEAKER_00: There we go.
• 25:04
  SPEAKER_00: Former Navy SEAL turned multi-million dollar entrepreneur, and it's it's funny, it was recommended to me.
• 25:13
  SPEAKER_00: Um, I went to dinner, and and one of our friends' husbands was like, Yeah, you need to read Total Focus, it's amazing.
• 25:19
  SPEAKER_00: And I'm like, Okay, didn't know anything about it.
• 25:21
  SPEAKER_00: I just downloaded it on Audible right there on the spot.
• 25:23
  SPEAKER_00: And I'm like, Cool, I'll start listening.
• 25:25
  SPEAKER_00: It was the perfect book for me at the moment that I'm in right now, with where I'm at in my career and what I want to do and all my goals.
• 25:32
  SPEAKER_00: It was absolutely exactly what I needed.
• 25:34
  SPEAKER_00: And and so I highly recommend Total Focus um on Audible.
• 25:38
  SPEAKER_00: Go check that out.
• 25:40
  SPEAKER_00: Um, even if it's the physical book, cool, but I listen to it.
• 25:43
  SPEAKER_00: Anyways, guys, you you you put together these pieces, you focus like a laser, and you just get shit done and put it out there.
• 25:50
  SPEAKER_00: It's not going to be perfect.
• 25:52
  SPEAKER_00: You need to accept the fact that it's not gonna be perfect.
• 25:54
  SPEAKER_00: Done is better than perfect, done is better than perfect.
• 25:59
  SPEAKER_00: So get this shit done, and then if you feel like it over time, you can improve on it to get it closer to what you feel is done right, but getting it done is so much better than perfect, and then get people to see it.
• 26:15
  SPEAKER_00: That's the game, guys.
• 26:17
  SPEAKER_00: Every single one of you guys has this in you.
• 26:20
  SPEAKER_00: You have success in real estate in you.
• 26:23
  SPEAKER_00: You wouldn't be listening to the show, you wouldn't be doing what you're doing for a living if you didn't have the capability of doing it.
• 26:31
  SPEAKER_00: The question is, do you have the desire and the commitment to actually do what it takes to get this thing rolling?
• 26:39
  SPEAKER_00: Because once you get it rolling, it's a lot easier to keep it rolling, right?
• 26:42
  SPEAKER_00: It's like if you have a boulder and you're you're trying to push it to get started, and there's a slight hill, it takes a lot of effort to get that thing going.
• 26:51
  SPEAKER_00: But once it starts going, then you're just kind of then you just push it along a little bit.
• 26:56
  SPEAKER_00: That so many of you guys are right there.
• 26:58
  SPEAKER_00: You're three feet from gold, just keep freaking digging, keep freaking doing it, and you're gonna get there.
• 27:04
  SPEAKER_00: Um, you guys that are there, I highly recommend that you guys um, if you don't have a great system for following up with your leads and your contacts and your past clients and you know, keeping track of birthdays and and just keeping your communications on point and then having the tools to scale your business.
• 27:23
  SPEAKER_00: If you don't have that, you guys need to go get a 30-day free trial of follow-up boss.
• 27:27
  SPEAKER_00: I've looked everywhere in the industry.
• 27:29
  SPEAKER_00: Um, I've I'm very picky with who we choose to have sponsor the show.
• 27:34
  SPEAKER_00: Um, recently we've partnered up with follow-up boss because they are the best CRM out there for agents that want to scale quickly and go from one of the small ones to the big ones.
• 27:46
  SPEAKER_00: If you want to go from the little guy to the big guy, you need follow-up boss because all the big guys and big girls have follow-up boss.
• 27:53
  SPEAKER_00: So super cool for massive agent listeners.
• 27:56
  SPEAKER_00: I keep touching my table and my camera's shaking.
• 27:59
  SPEAKER_00: Massive agent listeners.
• 28:00
  SPEAKER_00: If you guys just go to follow up boss's website, you can get a 14-day free trial.
• 28:04
  SPEAKER_00: But because you're listening to the show and they decided to hook you up, which is amazing, you get a 30-day free trial and you don't even have to put in your credit card.
• 28:12
  SPEAKER_00: It's a you just go get the free trial.
• 28:14
  SPEAKER_00: So I highly recommend you guys go get a 30-day free trial of follow-up boss.
• 28:18
  SPEAKER_00: You go to Massive Agent Podcast.com slash follow up boss, massiveagentpodcast.com slash follow up boss, get your 30-day free trial, no credit card required.
• 28:30
  SPEAKER_00: Try it out and and then tell me, was that not the best, most coherent, most user-friendly, most stacked system that you've ever seen to scale a business?
• 28:41
  SPEAKER_00: Yep.
• 28:42
  SPEAKER_00: I will be hearing, I'll be hearing a lot of positive comments from you soon.
• 28:46
  SPEAKER_00: MassiveAgent Podcast.com slash follow up boss, guys.
• 28:49
  SPEAKER_00: Go check them out and support them for supporting us and making awesome, um, our awesome shows available to you.
• 28:55
  SPEAKER_00: Guys, appreciate you listening, appreciate um all the messages.
• 29:00
  SPEAKER_00: You guys that are not following me on Instagram, please go do that at Massive Agent or Massive Agent Podcast on Facebook.
• 29:06
  SPEAKER_00: And um, if there's ever a piece of content out there, not just this podcast, but a video you see come across, if you liked it, if you watched it and you're like, oh, that's pretty good, please react with it.
• 29:16
  SPEAKER_00: Like give us a like, give us a heart, you know, comment on it, share it with somebody, share it within a Facebook group, tag your friends, tag your business partners and team members, let them know that the content exists, help us get the word out, because by doing that, we can continue to do more of this.
• 29:32
  SPEAKER_00: This podcast is actually quite a time commitment because of all the different stuff that it entails.
• 29:38
  SPEAKER_00: And um it's not cheap to do.
• 29:41
  SPEAKER_00: And, you know, but I love doing it.
• 29:43
  SPEAKER_00: I mean, I wouldn't have done 195 straight episodes if I didn't really enjoy it, but I enjoy it because I get feedback from you.
• 29:50
  SPEAKER_00: So send me a message or you know, share a screenshot that you're listening to the show in your Instagram stories and tag me.
• 29:56
  SPEAKER_00: And, you know, I need to know that you guys are out there listening, otherwise, it's just numbers on a screen saying here's how many people listen.
• 30:03
  SPEAKER_00: So I like real people other than real numbers, because real numbers aren't that personable.
• 30:08
  SPEAKER_00: So, anyways, guys, have a great weekend.
• 30:11
  SPEAKER_00: Go get yourself a 30-day free trial of follow-up boss.
• 30:14
  SPEAKER_00: Why wouldn't you?
• 30:15
  SPEAKER_00: If you if you've heard about it and haven't used it, why the hell wouldn't you?
• 30:18
  SPEAKER_00: Go do that.
• 30:19
  SPEAKER_00: Have a great weekend, go sell some homes, go close some loans, enjoy some time with your friends and family.
• 30:24
  SPEAKER_00: Take care, guys.