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How to Generate Leads Without Chasing Them · The Real Estate Agent Playbook

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  are you one of those agents that feels almost helpless
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  trying to generate leads
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  trying to get your business off the ground
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  or take it to the next level
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  well here today
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  we're going to talk about how you can
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  become an attractant to your clients
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  to your production business
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  and stop having that deep
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  down feeling that you need to be chasing leads
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  or consider joining a team
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  that's going to take three quarters of your money
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  every time you sell a house
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  and we're gonna tell you exactly what you need to do
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  we're gonna talk about three different strategies
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  that will absolutely
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  help you change the trajectory of your business
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  for 2025 let's go
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  what's up guys Jeremy Kane
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  Real Estate Agent Playbook
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  and EXP Realty here to help you
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  win every single day at the game of real estate
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  while you're here like comment
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  subscribe do all the things
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  listen to the podcast
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  share the podcast with your favorite realtor
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  and we can grow this community
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  my No.
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  1 goal in life is to help you build your business
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  organically in your way
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  on your terms I have courses
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  I have all the things you can check that out below
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  but let's get to work so yes
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  if an agent comes to me one of my agents
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  in my hundred and fifty person downline
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  comes to me and says Jeremy
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  I need to sell a house tomorrow as soon as possible
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  you know before the month
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  ends before the next 60 days
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  I always want to
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  steer them towards the traditional lead generation
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  pieces right
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  whether that's cold calling
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  door knocking all of the things
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  I know you don't wanna hear that
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  so we're gonna talk a little bit about what you can do
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  now so we don't get to that point where you're
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  you know at the desperate phase
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  and if you're at the desperate phase
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  maybe there's some things we can do
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  to help you get back because the truth is
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  is that so many of us are so focused on leads
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  leads leads leads
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  new leads new business
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  new things that we don't even
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  consider what's sitting right in front of us
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  and
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  if we're not focused on what's right in front of us
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  our pipeline our old conversations
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  maybe we did open houses two years ago and you know
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  we have a list but we've you know
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  never done much with it please
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  please go back to those people that you have
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  had a conversation with
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  in the you know
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  relevancy of real estate if you're brand new
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  and you haven't had any of those real estate
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  conversations those people that know
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  like and trust you are absolutely in your wheelhouse
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  and if you're new to an area
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  which is an excuse I come and get
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  you better start focusing on the people that you knew
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  like and trusted back from where you came from
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  and you can absolutely build a business
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  and start getting momentum with referral business
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  um by referring out to an agent
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  you know in that area or whatever it is
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  but the bottom line is
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  we need to start having these conversations
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  sure we wanna focus our energy and our efforts right
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  where we're at in our hyper local market because
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  you know referrals only a portion of the deal
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  but how are we gonna do this right
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  how are we gonna get going
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  and that's the strategies that I wanna share with you
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  right now so if you know
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  cold calling
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  door knocking open houses are not your thing
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  we want to start to work through this
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  and we need to build some social proof
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  build some authority we need to be going to as many
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  you know
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  educational classes and things networking with
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  you know lenders and
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  you know people that can help you because the truth is
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  if you're a brand new agent
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  or you've been out of the game for a while
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  your social proof is probably limited right
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  so we need to build that with industry partners right
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  what better social proof is it for a real estate agent
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  to you know be
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  you know talking to someone
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  and maybe they have an interesting financial situation
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  maybe they're self employed
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  or have an I ten or whatever it is
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  and you're able to be like
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  oh great I
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  I have the perfect person that you need to talk to
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  insert your lender
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  partner that you just went to a training with
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  or you've built a relationship with
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  had coffee whatever and they can be the expert
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  that's all the social proof you need
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  early on in your career or when you're just getting
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  going to make that happen
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  now as you maybe you've closed
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  you know 10
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  15 houses in a year and you want to close 30 well
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  maybe we need to look at the level of those
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  industry partners
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  and see if they want to rise with you
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  or if we need to go up to the next tier
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  of industry partners that can absolutely help you
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  you know in these situations offer all the things um
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  are you know
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  willing to do whatever it can take to edify you
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  you know
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  to make sure that when you're sending them business
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  that they're absolutely you know
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  hammering home your expertise in that social proof
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  and then if you do have clients
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  let's you know maybe reach back out and be like
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  hey you know
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  I'm just building my new Google page
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  you know I'm building some testimonials
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  I would love to hear what you thought
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  of your experience with me
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  can you send that over to me in an email on
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  so I can put on my website all the things
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  um you can provide them links
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  you can do all of those things
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  but getting that social proof is huge okay
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  and if it at first if it's just you know
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  a couple industry partners
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  and some character references
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  and things don't lie
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  I've just talked about this recently
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  but um
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  make sure that you are
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  collecting as much social proof as you can
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  and even if it's just hey
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  this is my lender she knows
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  you know XYZ um
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  you know
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  anything that can go out to your audience that's
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  you know where their feet are
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  where they are is huge
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  so kind of take the social proof and be like
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  get rid of the excuse that
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  I don't have any recent clients
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  I haven't closed any clients
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  I can't get a testimonial and get creative with this
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  so you're not necessarily lying
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  but you're building some social proof
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  that you have in your back pocket
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  when someone is when it's needed
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  you can you know
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  run some ads if you wanted to
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  you just have it as a backdrop on your website
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  or whatever it is cause it is so important right now
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  and so many people are
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  even within the referral business
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  like people just Google you
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  and see what other people had to say
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  cause they don't know what your relationship is
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  with the person that's referring you
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  the business is there ulterior motives
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  is there other things going on
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  typically not but they might Google you
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  so if you have a couple references on there
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  it's not terrible next
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  focus as hard as you can on building those communities
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  you don't have to build a community from the ground up
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  right I'm
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  I'm a father of three young daughters right
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  we've built a very good community
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  within a gymnastics facility
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  that already have the community right
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  we were new we're here now we
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  you know go to birthday parties
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  and have friends and do all the things
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  our girls play together
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  all the things outside of the gym
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  and so just finding those communities and those niches
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  and you say well Jeremy
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  I don't have any kids well
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  you know significant others
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  work parties um
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  you know your old friends
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  your new friends um
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  young professionals networking groups
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  whatever you can do to build a community
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  whether you're extrovert or introvert
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  you can build a community on a different level
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  there's plenty of coffee shop meet UPS and things for
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  you know less people involved
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  there's there's plenty of public places
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  you can go within your community to kind of do that
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  there's so many networking events
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  you can do this within you know
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  your realtor boards with you know other
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  just latch onto a couple other
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  you know industry partners and
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  and have you know
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  a happy hour or whatever it is
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  but you have to kind of build these communities
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  as you go um
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  I'm lucky enough to have kids
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  but if you you know
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  a church a gym
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  um you know bunko
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  whatever it is that you can surround
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  and kind of start to infiltrate
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  or build a community and grow
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  a community and
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  present your value to that community
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  will really help you right
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  because as you're building this community and
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  you know it's
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  it's helpful right
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  if you have all the connections of
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  the best place to get your haircut
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  the best place to eat chicken wings the
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  you know best
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  you know school or the best convenience store
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  the best grocery store whatever it is
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  it's specific to your community
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  if you can kind of guide the people around you
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  or you can you know
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  talk about that while you're showing houses
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  you're just again proving your social proof
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  oh yeah Johnny owns
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  you know the Mexican restaurant there
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  it's absolutely amazing the best green chili there is
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  or whatever that looks like right
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  just being able to talk that um
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  becoming the the expert
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  even though you know
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  you're just in the build phase of the community
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  you can demonstrate yourself
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  as the expert to those clients
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  which is exactly what they're looking for
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  and then the one that everybody
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  you know
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  is hot to trot on the content driven lead generation
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  the truth is that general
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  you know creation of content
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  like this video is not like actively generation
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  I call this passive in my course um
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  if you're interested in that
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  check the link below um
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  there's
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  there's a webinar down there that you can check out
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  and it'll you know
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  funnel you through my course
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  but as we go here how are you creating content right
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  so many real estate agents are like
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  what can I you know I
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  I need to do a bunch of real estate related content
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  I need to have the market and we don't need zero
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  you know you don't need 20% down
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  and this is an appraisal and this is an inspection
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  and all this educational based stuff
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  that is absolutely great and necessary
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  and if you're using it appropriately
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  you can actually save some time
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  when you get asked the same questions
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  over and over and over again
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  and maybe somebody grabs onto that isn't
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  and is interested but for the most part
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  while you're building these communities
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  they don't really care what an inspection is if
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  you know you're building a community within your HOA
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  that you live in right
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  um so that's
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  that's super important
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  to have that as kind of street cred
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  the educational stuff
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  but they wanna know you as a person
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  they wanna know what you do what
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  you know all those things right
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  social media is a living
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  breathing portfolio of you and when people
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  you know are looking for certain things
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  you know they wanna make sure that they identify their
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  you know that you have a certain attraction level
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  to what they are looking for right
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  oh are you in the same boat
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  do you have three kids do you have no kids
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  are you moving to this town
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  uh did you move from California to Colorado
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  like all of those things
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  so putting that general stuff out there
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  along with your comfort level and security
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  is super important but
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  the more things that you can put out about yourself
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  personally your interests your hobbies
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  what you like to eat
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  what you like to do on the weekends
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  all of those things the more you can put out there
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  the more that people will tap into and be like oh
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  that's awesome right maybe they'll DM you
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  and then all of a sudden you're building a
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  a bigger community and a social network
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  that you have far more you know
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  reaching opportunities
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  and then the real estate stuff comes right
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  but if it's all real estate all the time
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  and it's only people that
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  you know are looking to buy or sell in Savannah
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  Georgia right it's gonna be a little bit you know
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  hard and and whatever people want to be entertained
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  they wanna keep up with you
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  they wanna know what's going on
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  they wanna see if they you know
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  have any commonalities with you
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  and so the more you're able to do that
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  when you're building that content driven approach
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  that's that's where people identify
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  and people kind of jump on the train right
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  and maybe that person's not even looking to buy a home
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  because now all of a sudden
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  you're attracting the masses
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  and the truth is that the masses will be like oh
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  you know
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  Jeremy's a real estate agent he talks about the market
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  he just talked to me about
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  this first time home buyer program
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  you're telling me you want to buy your first house
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  and they make those connections
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  because they were drawn in
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  whereas
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  if it was just about the first time home buyer program
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  that person who's bought three houses and you know
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  lives in her forever home
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  is maybe not going to dial into your content
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  so depending on your Avatar
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  that's that's super key
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  but make sure that you're also putting
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  some of your personality into it
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  it doesn't have to be pictures of you or your kids
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  or anything like that it can be went to this park today
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  don't have to post it when you did it
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  or anywhere near when you did it
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  you know again
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  be safe and make sure you're
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  you're comfortable with what you're posting
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  but if you're able to kind of start to draw those in
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  and tag you know
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  the restaurants that you're going to in your community
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  and all of those things
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  there's commonalities that people will find
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  they'll follow you down the road
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  they'll see a couple of your real estate agent stuff
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  you know but probably notice more of your
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  you know foodie stuff if that's where it came from
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  and as you grow that
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  that's really how the content driven
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  lead generation takes off right
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  then you know
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  they'll send you a direct message
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  it might ask you a question
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  you can ask them a question um
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  there's all kinds of things
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  because then you can outwardly say
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  how can I help you what's
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  what value can I bring you in your life
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  and all the things and it might be I need a realtor
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  it might be I need a landscaper right
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  it might be that I you know
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  need a friend haha right
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  whatever it is
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  if you're able to solve that problem for them
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  your life will be a lot better
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  so we talked a little bit about obviously
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  the actively generation and getting business now
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  and how that rolls then we talked about social proof
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  and you becoming the authority
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  especially in the area
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  then we talked about referral and community driven
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  kind of strategies
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  and then we went kind of into the social media
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  the content driven strategies
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  and I think if you start right now
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  you would be surprised how quickly you're getting
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  results I've had two brand new agents
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  go through the first three videos in my course
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  and that we start with the sphere of influence
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  cause that's my specialty
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  and they've absolutely taken off
• 13:36
  one's closed a deal is closing another one today
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  and has three more under contract
• 13:41
  the other guys planning a
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  you know block party
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  really
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  connecting with his neighbors and all the things
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  and has a lot of momentum
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  he's the one that actually reached out to old Open
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  House clients and he's got a listing
• 13:53
  he's doing the things because he's taking action right
• 13:57
  there's so much learning out there
• 13:58
  and so much learning to do
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  it's about taking action
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  so if you start taking action right now
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  you never know
• 14:04
  6 weeks you could be having your first closing
• 14:06
  like Joseph um
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  who I featured on my channel a couple weeks ago
• 14:10
  so go check that out anything you ever need
• 14:12
  let me know go get a win today
• 14:14
  please like comment subscribe
• 14:15
  we'll see you next time bye bye