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Save Your Career: Real Estate Missteps to Avoid at All Costs · The Real Estate Agent Playbook

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  You miss a hundred percent of the shots.
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  You don't take absolutely the truth.
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  However, you also miss some shots that you do take.
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  And in the real estate game, there is so many things that I have
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  done incorrectly to get to where I'm at today as a top producer.
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  So I want to share some of those stories.
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  I'm going to open my playbook and.
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  Kind of help you understand where, where to focus your energy, understand
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  mistakes will still be made, but I just want to help you not make those
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  mistakes and not lose that game that you're trying to win today because
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  we want to win every single day.
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  At the game of Real.
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  What's up guys?
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  Jeremy Kane, real Estate Agent Playbook.
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  Super excited for this one as sometimes we talk a lot about all the things
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  that we do well, but today we're gonna talk about some mistakes I made.
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  So please like, comment, subscribe.
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  If this is helpful to someone, please share it either on the
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  podcast or the YouTube channel.
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  Always looking to impact and help other agents succeed at the game of real estate.
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  So let's get into it.
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  The first mistake I made in the, what I ran into was not having the market
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  knowledge I needed to accurately portray what was going on in the real estate
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  market in conversations with my friends, with people that always told me that the
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  market was going to crash with people that always seem to have that negative vibe.
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  And if you really think about it as you know, those people that I have in
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  mind that I had those conversations with after I got the knowledge.
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  They still are, have that negative tone.
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  It's just the things that I've been able to say to them because I went
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  out and I found the market knowledge.
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  I found the statistics.
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  I found just a little bit of information to help me and sharpen my saw so that
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  I could have those conversations.
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  And it's not about scripts and objection handling.
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  Totally get it.
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  Like some people can just be like, yep, absolutely.
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  These are the objections.
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  This is how you handle them.
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  However, every agent is going to be different and you are different
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  as a person, so you cannot take an objection handle from one
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  person and, you know, have it.
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  Be a gotcha moment for your clients.
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  We're not looking for those gotcha moments anymore.
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  Here we're looking for service and to be a resource.
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  So knowing the market is absolutely key, knowing winners, knowing losers,
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  knowing interest rates, knowing, you know, shows to close, all of those
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  things are super important, but it's really how we put it together and meld it
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  into our own personalities that really.
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  Changes the game, right?
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  You can sit and listen to the title rep and the lender sit there and give you
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  all of the statistics and all of that.
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  But if you're just trying to regurgitate it on the, the wavelength that they're
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  giving it to you as a real estate agent, and you're not taking it.
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  Putting it towards you as a real estate agent to your client.
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  It's not going to make a lot of sense because real estate agents,
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  you know, kind of have that mindset.
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  They know exactly what they're talking about when they're talking about
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  closed a list and, and all this stuff.
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  And, and clients can think about that too.
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  And some may know and understand it, but most will not.
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  So you need to take that information.
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  Put it into appropriate terms that your target avatar and
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  your client will understand and utilize it to your success, right?
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  Utilize it in those conversations, and it's not a gotcha, it's,
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  hey, this is what I'm seeing.
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  Oh, okay, you don't agree with that?
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  Maybe we'll readdress it some other time.
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  Or, you know, eventually people will start to come to you and ask you and trust
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  you because they have that conversation where maybe it was back and forth.
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  And then they didn't act on it and they didn't, you know, follow your advice.
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  But if you have that conversation, keep it friendly.
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  Don't try and, you know, obviously break anyone down.
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  We're not, we're not in the market to do that, but if we can do that, then
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  that market knowledge will become known.
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  Now within my circles, in my sphere, people are like, Hey,
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  Jeremy, what's going on with the market, because that's what I've.
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  I've gone full into and you don't have to go that far into it, but
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  having that general market knowledge, having that understanding of what's
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  happening boots on the ground is absolutely something that you can do.
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  So plug in your realtor boards, plug into your industry partners.
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  And you know, honestly, if you don't have a lot of business, Go
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  out, preview some homes, right?
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  Figure it out, follow them along the MLS.
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  Okay, they went under contract in this time.
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  How did I feel when I was in that?
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  How can that relate to my clients?
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  Is absolutely a way that you can utilize your time and start to
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  become that market expert that you need to be in order to compete.
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  And these, you know, more difficult times as real estate agent, if you
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  found that little tidbit value, please smash that like button, share this
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  with anybody who, you know, may be in the real estate agent game, anything
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  you can do to help grow our community.
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  I appreciate it greatly.
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  Next, we're not going to be a secret agent.
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  And this is something that I.
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  Especially see with pre licensing agents, not talking about being an agent and newer
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  agents, not putting yourself out there, but there's also a portion of us that
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  are like, Ooh, you know, I don't know.
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  My friend, they're pretty wealthy.
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  They've bought some houses.
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  I don't know if I'm on that level.
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  Don't be a secret agent, put yourself out there, take that market knowledge that you
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  learned from tip one and, you know, insert yourself in that conversation, right?
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  And please understand the statistics, right?
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  We look at all these statistics, but it's very rare for a person to
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  use the same agent on the, to sell their home that helped them buy it.
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  So if you can turn that upside down and be that agent.
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  You know that insert yourself in there because maybe you
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  weren't in the game then, right?
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  Maybe your relationship is better build that relationship up and have that market
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  knowledge But don't just say oh, they've already bought a house with a realtor
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  So I'm just gonna you know, we're just gonna hang out and we're not gonna ever,
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  you know approach that subject, right?
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  There's so much there Okay.
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  A lot of agents I hear even say, I don't want to help my, I don't
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  want to work with my friends.
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  I don't say I want to help my friends.
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  They say, I don't want to work with my friends.
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  And that's kind of a defense mechanism.
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  And to be honest, like there are people out there that don't feel like they want
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  to share their financial situation with their friends or family or whatever.
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  That's a very small portion of the people.
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  So if we're hiding behind, I don't want to help my friends, you know, sell, buy
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  or sell a home because it's too personal.
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  That's probably not the right way to go.
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  You're most likely to get clients from people who already
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  know, like, and trust you.
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  And if you can provide them the value and they have a good experience
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  in there, absolutely going to, you know, spread the good news.
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  And that's where that referral business starts going.
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  So don't hide behind these little objections or.
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  Don't turn objections of the general population into your profile or your
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  excuses is, is the biggest case.
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  And all of that kind of goes into the secret agent, right?
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  Not putting yourself out there, not, you know, knowing what the
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  market is, not being on socials and posting about the market, right?
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  Because, Oh, I don't want to inundate people.
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  I hate to break it to you, but if you're posting one real estate thing per day,
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  Out of all of the stuff that we take in per day, I think you'll be okay.
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  Just a subtle reminder that you're still in the real estate game.
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  Right?
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  And so that's the biggest thing.
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  Don't be a secret agent.
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  Don't feel like anything you do to build your business is annoying because
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  those people that know, like, and trust you keyword, like are going to
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  understand that that's your livelihood.
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  That's how you make your money.
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  Right?
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  And if they like you.
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  They should want you to be successful and if you make your money doing this, no
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  matter what their preconceived notions of the industry are, it's going to be okay.
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  So you've got to put yourself out there.
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  You can't be the secret agent.
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  You've got to be where your avatar is on socialists and all the things.
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  That's for another video, but just make sure that you're not allowing the, you
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  know, your general perception of some objection that you have heard in the past.
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  Don't make that an excuse for you not to build your business.
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  Next thing is, avoid investing heavily in other people marketing for you.
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  Okay, this is probably the biggest mistake I make to this day, is I'm sitting
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  down, I get a sales pitch, I'm like, Oh, I could totally use that, right?
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  This person just did that, plugged it in, everything was great.
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  Well, here's the deal.
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  I've gotten burned.
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  Also, if there's somebody that calls you and says, Hey, we can get you
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  30 listings in 30 days, if that was real, the people with money and the
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  people that are top producing agents would buy into it, absolutely right.
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  We all want 30 listing appointments in 30 days.
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  The reality is it's not real.
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  Money back guarantees, all this stuff.
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  They're like, Oh boy, you didn't check this box.
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  You don't get it back.
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  Right?
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  I got burned by set schedule, warm, warm leads, handed off to you, right?
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  Warm leads handed off to you, whatever.
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  Well, their definition of a warm lead is somebody who has been called by 150
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  different agents over 10 months and you know, is extremely pissed off if
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  they answer the phone when you call.
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  And threaten lawsuits, right?
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  And you're just calling for the first time on this hot lead.
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  So understand that leads are very, very difficult to work.
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  And you know, it's all recycled lists.
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  Like if your brokerage is offering you 200 leads per day.
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  Leads are not names with phone numbers on a sheet of paper
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  that you have to call, right?
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  So understand that if it sounds too good to be true or if it's just
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  they're preying on our industry right now and It's I mean i've been burned.
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  I still like get into it.
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  Like i've bought the mega open house package for You know, 900 bucks
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  and never even opened it, right?
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  I've, I've been burned by set schedule and make sure that
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  you're not on these reoccurring because that's the secret, right?
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  They get you, you're excited.
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  You get into it.
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  It doesn't work for three or four or five, you know, months.
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  If you have that much longevity in you to try it.
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  And then you're just like, okay, forget it.
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  Whatever got burned.
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  Then you don't cancel it.
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  If you cross one day into that new year and you don't catch it right away,
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  you're going to pay for another year.
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  And you can't get it back, right?
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  So they get you on these subscriptions and sure, they're doing what they said.
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  200 leads a day.
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  Right?
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  But they're not warm, hot leads like they, you know, portray.
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  And so here's the deal.
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  When I'm selling something, right?
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  Or when I'm talking about testimonials and stuff, I'm going to put all of the
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  testimonials forward that make it sound like it's amazing, like it's easy.
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  Okay.
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  And, but there's also in these sales cycles, agents that, you know, maybe just
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  broke even, or maybe had a rough time.
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  So head over to your social media.
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  You know, groups, your real estate masterminds, your lab coats, whatever
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  that is, and type in the company's name that's trying to sell you and see what
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  you see there because almost every company that's been out there that I've seen,
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  people are like, nope, nope, nope, if there was a proven Area to get leads.
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  And it was super simple and easy.
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  Absolutely.
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  Everyone would be there.
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  Right.
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  And, and not everyone's even at Zillow.
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  So, that's, that's another story for another day, but we need to make sure and
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  vet and not get caught up and, you know, Oh, 30, 30 listings in 30 days, like.
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  If that was real, trust me, I'd be on it, right?
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  And, and the top producers would be on it probably cost a lot more and not
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  something that seems so low barrier of entry, you know, a hundred bucks a
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  month or 200 bucks a month or whatever.
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  So make sure you're doing that.
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  And then also, if you do say, okay, this is working, I talked to somebody.
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  Look at their backend.
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  Do they have an ISA team?
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  What are they doing?
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  Are they, do they have a buyers?
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  Do they have a bunch of buyers agents?
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  Or how are they servicing these leads?
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  Because sure, if you're a team lead and you're getting leads because you
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  have to provide leads because you said you would and you're having some
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  success, how much are they actually paying for that lead to convert?
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  Right.
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  And that's why they're taking those splits and that's why they're acting as they are.
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  But if you're a single agent, maybe you don't have the infrastructure and
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  the templates to make that happen.
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  So sure, if this team lead is doing it and they're crushing it, you know, 100
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  sales a year, but they have an ISA team and all their costs are covered because
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  the agents are paying these big splits.
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  And when they do close the leads, Then you have to understand that it's
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  probably more than a hundred bucks a month or two hundred bucks a month It
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  needs to be a much bigger investment And you know as we get bigger and bigger
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  in the investments and we're like, oh, maybe this isn't worth it, right?
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  Maybe I should just go work on my sphere and build relationships And so just
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  make sure that you're not getting burned by that And you know if you have been
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  burned I would love it if you would put the name of the business in this
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  comment below and just so we can keep a track record of, okay, it is what it is.
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  And I will tell you that, you know, some of the times I've been burned,
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  it's cause I just didn't plug in, but that's what these companies are built on.
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  That's what these companies are doing to be profitable.
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  Is preying on agents that they know aren't going to plug in.
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  So make sure that you're just doing your research and staying on top of it.
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  There's no magic pill, right?
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  Every top producer I talk to, one of the first three words out of their mouth
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  is, you know, my sphere of influence.
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  So I'm telling you right now.
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  Flash in the pan stuff.
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  Sounds great.
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  Maybe get you a couple deals.
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  Very expensive, but ultimately build your business.
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  It's about sphere of influence and nurturing them.
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  And that's what I do.
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  That's what I specialize in.
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  So if you want to book a game plan call with me, please do so below.
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  Have you faced any pitfalls?
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  I haven't covered.
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  Please put them in the comments below.
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  Let's get some engagement.
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  Let's get this rolling.
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  I would love to dive into those and the truth is I've
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  probably experienced them too.
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  In this short video I only covered a few but definitely put those below.
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  So the real difference and how we become that all pro athlete in
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  the real estate industry is how we come back from these pitfalls.
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  They're going to happen.
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  We can't cover them all.
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  We're going to take that, you know, low lying fruit one time.
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  And, you know, we have to make sure that.
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  It's really about how we learn from our experiences.
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  Don't keep doing it.
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  Don't keep searching for you know That magic pill of leads the perfect lead
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  company that's gonna You know make you millions of dollars and all the
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  things like once you do it and try it if you're not listening to the video
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  Right then just quit doing it, right?
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  So let's make sure that each and every one of these pitfalls We recover from right.
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  So stay curious, do your homework, make sure that if you are, you know, seeing
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  some success, you're following it.
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  Because another trick is, Hey, let's get this person on.
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  We'll give them one or two really good hot leads, and then they'll be dialed in.
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  They'll think it's going to work forever.
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  Okay.
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  So understand, do your homework, what gets measured, gets managed, continue
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  to dive into that and make sure that where you're putting your time
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  and energy and wealth earned money.
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  Make sure that it's still serving as it should be.
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  The next is embrace the technology, but be weary of it.
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  Right?
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  Get it out there on social.
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  Do the things.
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  Like, make sure that you're doing that.
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  , but make sure that you're also where you're at.
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  Where you're supposed to be.
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  Where your target avatar is.
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  Right?
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  If you're dealing with seniors, I don't think TikTok's your, your top thing
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  unless you're dealing with seniors in high school who can't buy homes, typically.
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  So, make sure that you're, you're where your avatar is and
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  embracing technology, but not overshooting it, not overextending.
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  And the next is attend everything you possibly can.
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  Network with industry professionals.
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  They will be your best friend.
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  This is literally the most...
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  underutilized networking is, you know, lenders and title people and, you
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  know, any contractors or any business owners, like just build yourself a
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  little network of ninjas who will support you because you support them
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  first and help you build your business.
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  So that's the biggest thing is get out there.
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  Go to these, you know, market reports, go to these mindset classes, go to these
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  things and meet not only other agents in the crowd, but the people that are
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  putting them on because they are assets.
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  Every single one of those people in the industry can be an asset
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  and don't sell yourself short.
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  Go for the top people, the people that are out there, the people that are easy, who
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  are, you know, putting on events, who are doing market updates, who are doing these
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  things, build relationships with them.
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  I promise you, you will not.
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  Regret that and at the end of the day, just remember
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  everybody makes mistakes, right?
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  Make sure you stay vigilant.
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  Make sure you're measuring, what everything's going.
• 17:20
  Make sure you're managing your business as a business owner, not a self employed, you
• 17:25
  know, self or an independent contractor.
• 17:28
  And just make sure that you are constantly looking at that measuring
• 17:33
  and changing and chopping and And doing the things and continuing to advance
• 17:37
  and you will be much better off.
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  And again, everyone makes mistakes.
• 17:42
  The champions are the ones that learn from those mistakes and change it and
• 17:45
  don't continue to make the same mistakes.
• 17:47
  So if you like what you heard today, please subscribe to my channel.
• 17:50
  I'd be ever so grateful to continue to drop this real estate agent knowledge and
• 17:55
  little memoirs of what I have gone through as a real estate agent in my 10 years.
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  So I hope you enjoyed it.
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  Please share the show.
• 18:02
  We'll talk to you soon.
• 18:03
  Bye bye.