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Why Good Agents Are Quietly Quitting Right Now · Massive Agent Podcast

• 0:00
  SPEAKER_00: If you've been trying everything you can to boost your sales and to get some growth happening this year in this crazy market, you haven't tried everything yet.
• 0:08
  SPEAKER_00: I'm going to share with you what you haven't tried yet, what you need to right now.
• 0:13
  SPEAKER_00: The massive aged podcast.
• 0:15
  SPEAKER_00: We need generations different strategies to give you more leads and sell more homes.
• 0:20
  SPEAKER_00: I love to buy houses.
• 0:21
  SPEAKER_00: I like to sell houses.
• 0:25
  SPEAKER_00: Wait a minute.
• 0:27
  SPEAKER_00: Leads a week.
• 0:29
  SPEAKER_00: That's that better.
• 0:31
  SPEAKER_00: Oh, have I got your attention now?
• 0:34
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:39
  SPEAKER_00: What is up, guys?
• 0:40
  SPEAKER_00: Welcome to episode 456 of the Massive Agent Podcast.
• 0:43
  SPEAKER_00: I am your host, Dustin Brome in Salt Lake City, Utah.
• 0:47
  SPEAKER_00: And today, um, I've got some tough love for you.
• 0:50
  SPEAKER_00: I've got some real simple, uh, some real simple advice for how to move forward if you're trying to grow your sales.
• 0:57
  SPEAKER_00: This episode is especially for agents who have had a down year.
• 1:02
  SPEAKER_00: It not everyone is.
• 1:03
  SPEAKER_00: I mean, there's a lot of agents that are having their best year ever.
• 1:06
  SPEAKER_00: But if you're having a down year and you're used to doing better than you are right now, uh, I mean, market conditions obviously are part of it, interest rates part of it.
• 1:14
  SPEAKER_00: There's a lot of different, there's a lot of different reasons, but there's there's actually a reason that you're not considering that could be the reason why, the biggest reason why you're struggling or why you're not hitting, hitting the the levels that you think you should.
• 1:26
  SPEAKER_00: Uh I've got I've got something for you.
• 1:28
  SPEAKER_00: I've got something very tactical, but first I need your feedback here.
• 1:32
  SPEAKER_00: I have been, it's been a long time since I've done an interview with another agent here on this pod.
• 1:37
  SPEAKER_00: And I I think it's about time to get back to that.
• 1:40
  SPEAKER_00: Uh, I don't know.
• 1:41
  SPEAKER_00: Like I've um for a while there I was doing about half interviews, half solo episodes, and I think that's something that I could get back to, but uh just haven't in a while.
• 1:50
  SPEAKER_00: So if you want more interviews with with other agents and other other content creators and those that can move your business forward, go to Instagram at MassiveAgent.
• 2:01
  SPEAKER_00: Hopefully you already follow my account.
• 2:02
  SPEAKER_00: If not, now's your chance.
• 2:04
  SPEAKER_00: And then just shoot me a DM.
• 2:05
  SPEAKER_00: Let me know if you want more interviews or if you like this solo style pod.
• 2:10
  SPEAKER_00: Uh I just want to do more of what you guys want.
• 2:12
  SPEAKER_00: So I'm not saying I am gonna do more interviews, but I've been getting, I've been getting a handful of comments, and I kind of agree that it's time to get back to some interview shows.
• 2:21
  SPEAKER_00: Uh so if you want, if you want those interviews, let me know, and I'll have to I'll have to bring that shit back.
• 2:26
  SPEAKER_00: All right.
• 2:27
  SPEAKER_00: Um, I posted, I posted a carousel post on Instagram the other day.
• 2:31
  SPEAKER_00: I'm gonna read it to you because it's it's really it's it stimulated the idea for this episode, and and I promised you some tactical stuff here.
• 2:41
  SPEAKER_00: I'm gonna get there, but let me set the table here.
• 2:43
  SPEAKER_00: All right.
• 2:44
  SPEAKER_00: So so let me pull up this this carousel post.
• 2:46
  SPEAKER_00: Okay, now this post is written as if it's if it's an agent who's telling me the first line and then I'm responding with the next, and it just goes back and forth.
• 2:54
  SPEAKER_00: They say something, I say something.
• 2:55
  SPEAKER_00: They say something, I say something.
• 2:56
  SPEAKER_00: If you're watching the episode on YouTube, you can see it here.
• 2:59
  SPEAKER_00: If not, here we go.
• 3:00
  SPEAKER_00: I'm really struggling as an agent this year, then quit.
• 3:04
  SPEAKER_00: I don't want to quit.
• 3:06
  SPEAKER_00: I want to win.
• 3:06
  SPEAKER_00: Well, then do what it takes to win.
• 3:09
  SPEAKER_00: But I don't know what to do.
• 3:11
  SPEAKER_00: Get around other agents who do.
• 3:13
  SPEAKER_00: Just like that?
• 3:15
  SPEAKER_00: Yep.
• 3:17
  SPEAKER_00: But what specifically should I do?
• 3:20
  SPEAKER_00: Do what those successful agents do.
• 3:23
  SPEAKER_00: For how long?
• 3:24
  SPEAKER_00: Until you fucking win.
• 3:27
  SPEAKER_00: I've been overthinking it.
• 3:29
  SPEAKER_00: Yep.
• 3:30
  SPEAKER_00: Do you ever overthink things?
• 3:32
  SPEAKER_00: All the time.
• 3:33
  SPEAKER_00: I just catch myself and give myself some grace.
• 3:36
  SPEAKER_00: I think I can do this.
• 3:38
  SPEAKER_00: You're damn right you can.
• 3:40
  SPEAKER_00: Now, I got a lot of messages from this.
• 3:43
  SPEAKER_00: This wasn't like a viral post or anything like that, but I got a bunch of messages and and I I think it struck a core because over the last month, a couple agents in my world that I considered rock solid, agents that were like really good, first off, selling a bunch of homes, really good at what they do.
• 4:04
  SPEAKER_00: Uh they left the industry.
• 4:07
  SPEAKER_00: Agents that that I never would have thought would be the ones to throw in the towel threw in the towel.
• 4:14
  SPEAKER_00: And one of them moved was was like, you know, top of their brokerage, moved to a new market, and uh, I assume just really struggled to, you know, to reignite their business in a new market where they didn't know anybody and no one knew them.
• 4:28
  SPEAKER_00: I mean, that that's hard, right?
• 4:30
  SPEAKER_00: Uh, but it it kind of surprised me.
• 4:33
  SPEAKER_00: And so I know that it's tough out there.
• 4:36
  SPEAKER_00: Another one, um, it just kind of blindsided me.
• 4:39
  SPEAKER_00: I had no idea that they were that they were struggling as bad as they were.
• 4:45
  SPEAKER_00: And I see it in the numbers.
• 4:46
  SPEAKER_00: I mean, I have almost 1,500 agents in my network at Reel, and I'm able to see the transactions that happen and all of that.
• 4:51
  SPEAKER_00: And I'm able to see who's selling and who's not selling and all that stuff.
• 4:55
  SPEAKER_00: But uh I I know transactions are down.
• 4:58
  SPEAKER_00: Transactions are way down this year versus last year.
• 5:01
  SPEAKER_00: And and so I get it.
• 5:03
  SPEAKER_00: Now, the the reason that that I that I bring all that up, and I said, and in the beginning, I said, you haven't tried everything, okay?
• 5:11
  SPEAKER_00: The problem is this.
• 5:13
  SPEAKER_00: The problem is the you're trying to add something new that you haven't perfected, that you're not good at, that you haven't figured out, that you're brand new at, and you're trying to do that at one of the worst possible times when you need to focus on the tried and true stuff that's got you business in the past.
• 5:33
  SPEAKER_00: Winning in today's market absolutely requires more focus than ever before.
• 5:39
  SPEAKER_00: Winning in real estate has always meant you have to focus on what works and then just do more of that.
• 5:44
  SPEAKER_00: But right now, it's it's life or death.
• 5:47
  SPEAKER_00: Like it, it's either you succeeding as an agent or you having to go, you know, leave the industry and get a new job.
• 5:54
  SPEAKER_00: So this is not, this is not, I'm not gonna give you a bunch of rocket science stuff.
• 5:58
  SPEAKER_00: I'm not gonna give you a bunch of revolutionary shit you've never heard before.
• 6:02
  SPEAKER_00: I'm just gonna tell you what works.
• 6:04
  SPEAKER_00: I'm just gonna be honest with you.
• 6:06
  SPEAKER_00: If you are struggling, if your numbers are down, if you're, if you're having a harder time, please look at where your previous closings have come from.
• 6:15
  SPEAKER_00: Be honest with yourself about where they came from.
• 6:18
  SPEAKER_00: Did they, were they a referral from a client?
• 6:20
  SPEAKER_00: Was it from an ad?
• 6:21
  SPEAKER_00: Like, what was it, right?
• 6:22
  SPEAKER_00: Where do those deals come from?
• 6:24
  SPEAKER_00: Go look at your last 10 or 15 closings.
• 6:27
  SPEAKER_00: And then once you have like and list it all out.
• 6:30
  SPEAKER_00: So you can see, you know, six out of 10 came from referrals, or like four out of 10 came from open houses, whatever it is.
• 6:37
  SPEAKER_00: And then you can see clearly black and white in front of you, what has been working, where your deals have been coming from.
• 6:45
  SPEAKER_00: You can see it in front of you.
• 6:47
  SPEAKER_00: And then once you know, okay, open houses are responsible for three out of 10 and ads or what like my team, then you've got to really focus on freeing up time.
• 7:00
  SPEAKER_00: So, so do a little bit less of the stuff that you're like, okay, I know I should.
• 7:04
  SPEAKER_00: Okay, I gotta be careful about how I say this.
• 7:08
  SPEAKER_00: It's there's certain things that you've got to do to build your brand long term that you have to fit into your day.
• 7:13
  SPEAKER_00: I believe content creation is one of those things.
• 7:16
  SPEAKER_00: But some of us spend way too much time on content, way too much time scrolling, way too much time on stuff that isn't actually moving the needle right now.
• 7:25
  SPEAKER_00: You've got to find a way to do content in less time that works more effectively.
• 7:29
  SPEAKER_00: It's absolutely possible.
• 7:30
  SPEAKER_00: It's doable.
• 7:31
  SPEAKER_00: This is what I teach in my courses, this is what I teach in my coaching group.
• 7:34
  SPEAKER_00: Like it, I'm not the only one teaching this stuff.
• 7:37
  SPEAKER_00: It's um if you find yourself spending a bunch of time on marketing activities, I bet we could cut that in half.
• 7:45
  SPEAKER_00: And then in that in that time savings, you could go do more open houses if that's what's working for you.
• 7:52
  SPEAKER_00: Or if door knocking or leaning into, you know, connecting with your database, uh, commenting more on social media.
• 8:00
  SPEAKER_00: I think far too many people are spending too much time creating and coming up with new ideas and editing and posting and doing all this stuff, versus no, you still need to do that to a certain extent.
• 8:12
  SPEAKER_00: Okay.
• 8:13
  SPEAKER_00: Please, please don't think that I'm saying you could just say to hell with social media.
• 8:18
  SPEAKER_00: Now, if you have zero traction at all ever from social and you don't have the time commitment, you don't have, you, you can't join, you know, a coaching group or something like that that teaches you how to do it.
• 8:29
  SPEAKER_00: Maybe you do push pause on social for a minute.
• 8:33
  SPEAKER_00: Or, or, or you figure out how you can work an extra 30 minutes a day, get 30 more minutes a day, and just comment on other people's stuff.
• 8:42
  SPEAKER_00: Comment on other people's stuff, reply to their stories, comment on their posts, be social, and that is almost as good, possibly better in some situations.
• 8:54
  SPEAKER_00: I'm gonna go ahead and say it's just as effective, if not more, than constantly posting new stuff all the time.
• 9:00
  SPEAKER_00: Ideally, you do both.
• 9:03
  SPEAKER_00: And if you're super disciplined, you can find time in your day to do that stuff.
• 9:08
  SPEAKER_00: But comment and be social every single day.
• 9:11
  SPEAKER_00: And then if you're getting a bunch of referrals, usually when I have agents look at where their last 10 deals came from, a majority came from a referral somehow.
• 9:21
  SPEAKER_00: Okay, well, how do you get more referrals?
• 9:23
  SPEAKER_00: Get more people to remember what you do for a living and refer you.
• 9:29
  SPEAKER_00: So doing more content or at least staying in front of the people through the social networks is how you get more referrals.
• 9:36
  SPEAKER_00: You can, if you just start commenting on a bunch of people's stuff, as long as it's not bullshit, right?
• 9:41
  SPEAKER_00: As long as you're like genuinely like a social, like curious human being and like talking about their vacation, or they post a, you know, hey, I just got this promotion at work, and like you're genuinely curious and you ask them about it and all that, like you show up in their notifications as a comment or even a like, and they they're like, Oh, Dustin, yeah, my real estate agent.
• 10:05
  SPEAKER_00: He exists.
• 10:06
  SPEAKER_00: I remember him.
• 10:07
  SPEAKER_00: Top of mind.
• 10:08
  SPEAKER_00: Not super complicated.
• 10:10
  SPEAKER_00: So if you can increase how many people you you become top of mind with, and how often you will get more referrals.
• 10:19
  SPEAKER_00: So it but it starts with knowing where your deals come from.
• 10:22
  SPEAKER_00: If it's from open houses and you're doing one open house a week, why the hell aren't you doing five open houses a week?
• 10:28
  SPEAKER_00: Why aren't you doing two on Saturday, two on Sunday, one on Wednesday?
• 10:34
  SPEAKER_00: What like whoever said open houses need to be on a weekend?
• 10:37
  SPEAKER_00: Why?
• 10:38
  SPEAKER_00: Why like some people can't do it on the weekends?
• 10:41
  SPEAKER_00: That's when their kids are busy with all the sports and all the stuff and all the things, right?
• 10:45
  SPEAKER_00: So, but they can do it at 12:30 p.m.
• 10:49
  SPEAKER_00: on a Tuesday.
• 10:51
  SPEAKER_00: I've talked to plenty of top producers who crush through open houses and they just do open houses whenever the hell they can.
• 10:58
  SPEAKER_00: Doesn't matter.
• 10:59
  SPEAKER_00: As long as people are awake, as long as people are out in the world, they do open houses and people show up.
• 11:07
  SPEAKER_00: So, like if you're thinking I gotta wait for Saturday or I have to wait for Sunday to do my open house and I got my one open house in, if you're getting business from open houses, why aren't you doing more open houses?
• 11:19
  SPEAKER_00: But it starts with looking at where your deals came from and doing more of those things.
• 11:29
  SPEAKER_00: It's a big problem.
• 11:30
  SPEAKER_00: I know that I've I've done this before as well, but you're like, oh, so-and-so's doing this thing to get business, so I better do it too.
• 11:40
  SPEAKER_00: And that's not it's not necessarily a bad decision.
• 11:46
  SPEAKER_00: It might just be bad timing.
• 11:48
  SPEAKER_00: Let's say they are sending direct mail using these magical letters, and and you're like, oh, I gotta do that too.
• 11:55
  SPEAKER_00: And so I'm gonna go spend all this time and do these letters, and I'm gonna like, I don't have any budget, so I'm gonna do the handwriting of the I've got to go get colored, uh, colorful envelopes.
• 12:06
  SPEAKER_00: I've got to handwrite the shit I've got to put on the return label.
• 12:08
  SPEAKER_00: I've got to like personally put on a stamp.
• 12:11
  SPEAKER_00: And you spent all this time just because someone else did it, you also have no idea how long they've been doing it for.
• 12:18
  SPEAKER_00: And you have to ask yourself, is what you're doing right now the best the highest and best use of your time now, with the added context of you've got to get some deals in the door, you've got to get some conversations happening, you need to get some new clients, you need to get some damn closings, or you're not gonna be able to pay the bills, you're not gonna be able to make a living.
• 12:37
  SPEAKER_00: So just because something works and everything works, there's an agent crushing it with everything with everything.
• 12:46
  SPEAKER_00: It's gonna take a commitment, you've got to get good at it.
• 12:49
  SPEAKER_00: And is that is right now the best time to do that thing.
• 12:56
  SPEAKER_00: Now, I believe if you're struggling, you've got to figure out how to work a little bit more, or at least ideally that, and at the same time, be more productive in the time you are working.
• 13:09
  SPEAKER_00: So many of us waste so much time on bullshit.
• 13:14
  SPEAKER_00: So if you can identify the bullshit that you're wasting your time on and then replace that with something that actually moves the needle, having more conversations, maybe doing one piece of content or spending time taking a course or joining a coaching program or watching a YouTube video or whatever to learn how to do better content in less time that requires less editing.
• 13:38
  SPEAKER_00: Because if you can, I see this all the time.
• 13:40
  SPEAKER_00: Usually the longer shit takes you to do, the worse it performs.
• 13:46
  SPEAKER_00: It's really weird how that works.
• 13:47
  SPEAKER_00: It's really weird how that works.
• 13:49
  SPEAKER_00: Not all the time, because some of these big skits require a ton of planning and you got to go get materials and you got to like like Adley.
• 13:58
  SPEAKER_00: If you guys follow Adly on Instagram, one of the best viral content creators I've ever seen, those take a lot of planning.
• 14:06
  SPEAKER_00: But outside of that context, a lot of you are just way overthinking it, and you can just be like, oh, uh like I like this restaurant over that one, I like this neighborhood over that one, I like this hike versus that one, I like this ski resort versus that one, and you just like rank the shit.
• 14:23
  SPEAKER_00: And that could be some viral post locally.
• 14:26
  SPEAKER_00: And it took you, you know, 30 seconds to think of to think of, and then five minutes to record and another five minutes to edit and post.
• 14:35
  SPEAKER_00: But we're spending all this time coming up with scripts and this and that, and hopefully you see what I mean here.
• 14:42
  SPEAKER_00: Because I'm not saying that you should stop doing the content.
• 14:45
  SPEAKER_00: You've got to stop doing the time-consuming content that isn't getting you anything.
• 14:50
  SPEAKER_00: So if you're gonna be doing content, as you should, get freaking good at it.
• 14:55
  SPEAKER_00: So find someone, whether it's me or another coach or a YouTube video or a course or something, who has the blueprint to get you not just better performance on your content, but actual conversations that come from it through certain intelligent calls to action and lead magnets and all the stuff that I teach.
• 15:16
  SPEAKER_00: If you can spend, I don't know, an hour a week or work, like if you don't work on Sundays, add an hour on Sundays to learn how to do better content that actually gets conversations.
• 15:29
  SPEAKER_00: But something has to change if you're struggling because the you we cannot control market conditions.
• 15:35
  SPEAKER_00: We cannot control interest rates, we cannot control uh macroeconomics, we can't control inventory, we can't control shit other than our shit, other than your actions, your activities, your daily decisions, your mentality going into each day, your productivity or lack thereof.
• 15:52
  SPEAKER_00: That's all you can control.
• 15:54
  SPEAKER_00: That's it.
• 15:55
  SPEAKER_00: And if you're in and if you're bogged down by all this busy work, you need to hire people.
• 16:01
  SPEAKER_00: You need to hire a transaction coordinator, an assistant, an editor, a videographer.
• 16:08
  SPEAKER_00: Um there's a agents need all sorts of different things.
• 16:12
  SPEAKER_00: Showing agents.
• 16:13
  SPEAKER_00: If you're spending most of your time driving around, opening doors, that is not a money-making activity.
• 16:19
  SPEAKER_00: You need another agent, another showing agent to do that for you so you can service more clients in the time that you have and put in the work to get more clients coming in.
• 16:31
  SPEAKER_00: It's just um I don't want to hear.
• 16:36
  SPEAKER_00: The reason I'm recording this episode, I don't want to hear.
• 16:39
  SPEAKER_00: I don't want to get another freaking message from an agent who was at some point crushing it and now is saying I'm leaving real estate.
• 16:46
  SPEAKER_00: I don't want to hear it.
• 16:49
  SPEAKER_00: I believe this is the greatest industry there is.
• 16:52
  SPEAKER_00: If you're an entrepreneur, if you there there's no there's no ceiling.
• 16:57
  SPEAKER_00: The only ceiling is self-imposed.
• 17:01
  SPEAKER_00: So damn it, I don't want to get any more of those messages.
• 17:04
  SPEAKER_00: I I want every I want you to absolutely thrive in every way and have the best year so that maybe it's 10 years from now.
• 17:11
  SPEAKER_00: I don't know.
• 17:12
  SPEAKER_00: I don't freaking know when.
• 17:13
  SPEAKER_00: But at some point you look back and you're like, oh yeah, you know when everyone was quitting, I had my best year.
• 17:18
  SPEAKER_00: You know when everyone else was struggling, everyone was down, I had my best year.
• 17:22
  SPEAKER_00: Like what a what a flex.
• 17:26
  SPEAKER_00: But at its most basic, you've got to do some extra shit and some more intentional shit, some more focused shit right now, or you're gonna have financial struggle.
• 17:37
  SPEAKER_00: And I've been there way too many times to count, and way too many times way more times than I care to admit.
• 17:45
  SPEAKER_00: And I don't want that for you.
• 17:48
  SPEAKER_00: It's not necessary, it doesn't have to happen.
• 17:51
  SPEAKER_00: But you've got to get real serious about some shit.
• 17:56
  SPEAKER_00: Please message me on Instagram if I can be helpful.
• 18:01
  SPEAKER_00: If there's something that I personally can help you with or to get past a lot of times, that's gonna be me plugging you into a resource like, hey, I actually have a video that'll help you with like you, like, hey, I'm struggling with this thing.
• 18:13
  SPEAKER_00: Cool, I have a video that I made just for you, or hey, I have this podcast I did a year and a half ago that'll help you with that thing, or hey, I need to introduce you with so-and-so, or I might even tell you, you've got to make a big change.
• 18:24
  SPEAKER_00: You've got to leave your team, you've got to leave your brokerage, you've got to go to a different brokerage, you've got to go to uh you gotta get coaching, you gotta, you gotta stop doing this, you gotta start doing that.
• 18:33
  SPEAKER_00: I don't know.
• 18:37
  SPEAKER_00: It's different for everybody.
• 18:40
  SPEAKER_00: But damn it, what got you here is not gonna get you there.
• 18:46
  SPEAKER_00: So it's time to do something different.
• 18:48
  SPEAKER_00: Take take frickin' charge of your business.
• 18:51
  SPEAKER_00: Nobody else will.
• 18:53
  SPEAKER_00: Now there's people out there who will help you if you hire them, if you pay them, if you partner with them, if you ask them, if you're but ultimately, like they're not gonna do the work for you.
• 19:07
  SPEAKER_00: They can hold your hand, they can point you in the right direction, but we're not gonna do the work for you.
• 19:12
  SPEAKER_00: Can't do it.
• 19:13
  SPEAKER_00: Sorry.
• 19:15
  SPEAKER_00: And you shouldn't expect anyone to do it for you.
• 19:19
  SPEAKER_00: But if you feel like you have somebody in your corner guiding you who's been there before, who knows the way out, and they're pointing you in the right direction, and then all you have to do is do that thing and go.
• 19:30
  SPEAKER_00: There's nothing better.
• 19:32
  SPEAKER_00: Thank you for listening this week, guys.
• 19:34
  SPEAKER_00: Share this episode with an agent who needs it.
• 19:37
  SPEAKER_00: Tag me on Instagram, tag me on TikTok, tag me where the hell ever, that massive agent.
• 19:43
  SPEAKER_00: Share this episode, share it in your story, share it in a Facebook group, get this out there.
• 19:47
  SPEAKER_00: It's on YouTube, it's on the audio podcast platforms.
• 19:52
  SPEAKER_00: I want you guys to freaking win.
• 19:54
  SPEAKER_00: Do what it takes to win.
• 19:56
  SPEAKER_00: Get yours put yourself around others who are winning.
• 20:00
  SPEAKER_00: Do what they do.
• 20:01
  SPEAKER_00: Leverage the people that have solutions, who have the formula, that have the blueprint.
• 20:06
  SPEAKER_00: Stop feeling sorry for yourself and just get to freaking work and get focused.
• 20:10
  SPEAKER_00: See you guys next week.