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Escape The Comfort Zone Trap · The Real Estate Agent Playbook

• 0:00
  we've all heard that
• 0:01
  get out of your comfort zone
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  and you will expand and be more productive and probably
• 0:07
  have more success in the real estate industry
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  today we're going to talk about
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  why that is probably the number one reason
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  that real estate agents fail in the end
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  and it's not just the failure rate at the beginning
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  there are agents leaving the market every single day
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  because they chose to live in their comfort zone
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  and they're not pushing themselves to be better
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  so we're going to talk about that today
• 0:31
  what's up guys
• 0:31
  coach gang with Real Estate Agent Playbook
• 0:33
  so excited to have you both on YouTube and the podcast
• 0:36
  as you know
• 0:37
  do all the things like comment
• 0:38
  subscribe share
• 0:39
  I can't wait to share this one with you
• 0:42
  this one is based on the book The Catalyst
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  by Jonah Berger
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  super excited to dive into the endowment portion
• 0:49
  of The catalyst
• 0:50
  this book is an absolute must read
• 0:53
  for anyone that's looking to scale their business
• 0:56
  and get organized
• 0:57
  and understand the entire journey of scaling a business
• 1:00
  so let's start with the definition of endowment
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  and by definition
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  endowment means
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  to provide something freely or naturally
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  and so it's something we get used to
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  and so we're in our comfort zone
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  that is the definition of being in your comfort zone
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  is just to come by things naturally
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  we see this all over
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  across all industries
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  where the Ceos and the people get too comfortable
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  and they're just not
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  you know they don't have that fire inside
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  they're not continuing to move forward
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  so the whole point of the book
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  in the chapter
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  is talking about easing endowment to move
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  move the Mark and
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  and that's something that we all have to fight
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  obviously we would all love to sit back
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  and automate our business
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  you know my feeling about automation in your business
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  it's just not going to happen
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  especially in the real estate industry
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  you can automate certain parts of your business
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  you can you know
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  leverage other people's time
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  and do all of that
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  but fully automated is actually
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  you know the ultimate endowment
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  in my opinion
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  and one of the biggest things I see
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  especially lately
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  is agents that got comfortable with the market
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  when it was really hot
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  and we had things that were
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  you know you could throw a spaghetti at the wall
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  and something would stick
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  and houses were moving
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  you know the prices were raising
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  and the interest rates were low
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  and so there was a lot of opportunity there
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  because the sellers wanted to get in
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  the buyers wanted to get in
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  and that's exactly what they could do
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  and so when you get comfortable with that market
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  and you kind of set aside prospecting
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  and set aside the creativity
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  to build your business
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  that's exactly where people
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  you know eventually fall into the comfort zone
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  and if it's just coming easily
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  and you're not having to make those calls
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  you're not having to follow up
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  because everybody's
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  the demand for the market is so unsatiable
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  that people
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  you know are doing that for you
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  and reaching out to you and
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  and doing all of that and it's
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  it's part of the problem
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  and you know
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  another real estate example is
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  you know when we get a buyer
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  or 2 or 3 under contract
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  and then we shift all of our focus into you know
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  taking care of those transactions
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  and we don't
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  focus it all on the prospecting
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  and you know
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  we're just focused on these transactions
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  well that's great
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  your pay day is
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  you know a month away
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  45 days away
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  and then after that pay day
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  then you have to go out
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  and you have to re engage your prospecting
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  and start doing all the things
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  you should have been doing back before
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  and now we're stuck in this process
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  so that's something that
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  is a real life
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  endowment example
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  in the real estate industry
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  and we'll talk about another one in a second
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  but the point is
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  once you get comfortable
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  and you let your guard down over here
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  I was just at a meeting with a lender today
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  and he was talking about all the hats
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  that real estate agents had to wear
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  and it's a pretty top producing lending team
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  and they were talking
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  you know 1314
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  15 hats that real estate agents have to wear
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  and so if you set down one hat
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  and you kind of forget about it
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  put it on autopilot
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  eventually that
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  that autopilot's gonna wear out
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  or it's gonna
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  you know need some attention
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  and if you don't give it that attention
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  and you're just comfortable in the status quo
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  you're going to lose business
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  and eventually
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  that's going to affect your business
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  and possibly
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  could lead to you leaving the industry
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  I have an entire video on
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  reliance on the market
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  and how to change that kind of mindset
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  and you can check that out right here
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  if you're interested in seeing that one
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  and some people are like
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  well you know
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  my business has been rockin for so long
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  and all of this stuff
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  but the fear of change
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  or the fear to innovate
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  is the very thing
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  that will lead your business to plateau
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  and then start to decline
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  and then are you gonna be able to
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  put all that energy
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  and put all that energy forth
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  to get back in the game
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  and put it back
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  and get it back rolling
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  if you're not willing to
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  you know change
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  and innovate
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  and educate along the way
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  the way you did it over here
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  to get this business
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  up to this level
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  may not work over here
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  5 1015 years later
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  because everything changed
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  so quickly these days
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  so that's just
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  something to understand
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  is that comfortability
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  level is very
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  very difficult
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  and I'm one of those people
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  that's going to masterminds
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  going to classes
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  talking to other agents
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  building relationships with other agents
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  because I never know when what I'm doing
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  has to change
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  if there's a little bit better way
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  so we're constantly
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  working on that self improvement game
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  you know it's much better
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  and so that comfortability
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  or the endowment phase
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  is definitely something
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  that we need to watch out for
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  especially in our industry
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  so let's go back to a couple real world examples
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  let's talk about open houses
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  and I just recently
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  had an agent
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  that I'll bring on the channel sometime
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  and you know
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  we were looking at his business model
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  and he had come
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  from a place
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  where he was
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  getting Zillow
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  leads fed to him
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  and he had you know
• 5:36
  not a ton of success
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  closing those
• 5:39
  and so you know
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  he comes to me obviously
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  you guys all know how I feel about those leads
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  and I say okay
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  let's look at this business model
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  let's look at you right
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  we're gonna personally
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  make a game plan for you
• 5:50
  he is in my downline of the XP
• 5:53
  but I do offer
• 5:55
  this to any agents
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  there's a game plan
• 5:57
  called below
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  if you want to check that link
• 5:58
  click it for sure
• 5:59
  I'd love to talk to you
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  but we sat down
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  he was like Okay
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  I want to do open houses
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  and I said here's the deal
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  you have to do open houses
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  differently
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  and we change everything
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  from where he's doing
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  open houses
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  to how he's conducting his health self
• 6:13
  after the open houses
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  to what time
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  he's doing them
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  and where he's doing them
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  and so we just talked
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  all about that
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  and we put together a plan
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  well now he's got
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  34 56 buyers
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  in the process
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  or under contract
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  or even has closed some
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  since he was doing those
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  34 months ago
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  and so that's something really
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  to kind of look at
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  and understand
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  that your intentionality
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  makes a huge difference
• 6:36
  if you are interested
• 6:37
  in my free 12
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  week open house
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  accelerator
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  that he built
• 6:40
  his business from
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  and now has a very
• 6:43
  strong pillar
• 6:43
  that's building
• 6:44
  his business
• 6:45
  as a newer agent
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  definitely check out
• 6:47
  that link below
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  it is there
• 6:49
  and so you can take that
• 6:50
  it's a Trello board
• 6:51
  it's a template
• 6:51
  you can chop
• 6:52
  and change it
• 6:53
  do whatever
• 6:54
  but that's exactly there
• 6:55
  it's got Kpis
• 6:56
  everything built in
• 6:57
  you would ever need
• 6:58
  the next thing
• 6:59
  is you know
• 6:59
  social media
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  social media
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  has really LED us
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  to innovate
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  obviously as the algorithms
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  and rules change
• 7:04
  and everything
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  every single day
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  it seems like
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  on Facebook
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  and YouTube
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  and Instagram
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  and TikTok that has
• 7:10
  definitely given us
• 7:12
  you know that piece
• 7:13
  however you do
• 7:15
  have a perfect
• 7:15
  example my mentor
• 7:17
  Mike Charard
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  who has the
• 7:19
  Social Agent Academy
• 7:20
  that is absolutely
• 7:22
  next level training
• 7:23
  for real estate agents
• 7:24
  in social media
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  you have that piece
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  of the puzzle
• 7:28
  and the thing
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  that you don't see
• 7:31
  is that Mike
• 7:31
  updates that
• 7:32
  every single year
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  so his competitors
• 7:34
  aren't dedicated
• 7:35
  to doing that
• 7:36
  maybe they just have
• 7:37
  one you know
• 7:38
  piece of the pie
• 7:39
  whether it's
• 7:40
  YouTube or TikTok
• 7:41
  or you know
• 7:41
  whatever one
• 7:43
  one program
• 7:44
  and their training on it
• 7:45
  and they don't adapt it
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  and they don't change it
• 7:47
  okay so Mike
• 7:48
  what he does is
• 7:49
  every single
• 7:50
  year he adapts
• 7:51
  and changes
• 7:51
  in Social Agent Academy
• 7:53
  if you're interested in that
• 7:54
  there's a link
• 7:54
  to purchase that below
• 7:55
  if you're in my group
• 7:56
  you get it for
• 7:57
  absolutely free
• 7:58
  for partnering with Mike and I
• 7:59
  at the Wolfpack
• 8:00
  but what he does
• 8:02
  and what he did
• 8:03
  this last year
• 8:03
  is pull big time
• 8:05
  influencers
• 8:05
  in those spaces in
• 8:07
  to help them innovate
• 8:08
  because what had happened is
• 8:10
  some of the
• 8:10
  programs had gotten
• 8:12
  changed so much
• 8:13
  and he you know
• 8:13
  obviously is
• 8:14
  the YouTube master
• 8:15
  and so he focused
• 8:16
  on the YouTube portion
• 8:17
  and then he brought
• 8:18
  other industry
• 8:19
  professionals in
• 8:20
  through his
• 8:20
  partnerships
• 8:21
  and then added
• 8:22
  his own piece
• 8:24
  and added what he does
• 8:25
  to it but now
• 8:26
  it's a huge
• 8:27
  collaboration
• 8:28
  that's updated yearly
• 8:29
  of these guys
• 8:30
  helping out
• 8:31
  and giving you
• 8:32
  industry best
• 8:34
  training on that
• 8:35
  so he wasn't
• 8:36
  comfortable
• 8:36
  he could be
• 8:37
  comfortable
• 8:37
  with just running
• 8:38
  new ads to that
• 8:40
  every 6 months
• 8:41
  as the agent
• 8:41
  count turns over
• 8:43
  and you know
• 8:44
  sell it sell it
• 8:45
  sell it but
• 8:46
  he wants to put a
• 8:46
  perfect product in
• 8:48
  he is easing
• 8:49
  the endowment
• 8:50
  by you know
• 8:51
  continuing to
• 8:51
  build that and
• 8:52
  make it better
• 8:53
  and make it better
• 8:54
  and you know
• 8:55
  4 years ago
• 8:55
  when he first
• 8:56
  came out with it
• 8:57
  it was okay
• 8:58
  for him to just
• 8:58
  go through Instagram
• 8:59
  and Facebook
• 9:00
  and TikTok and
• 9:01
  TikTok didn't even exist
• 9:02
  I don't think
• 9:03
  when he started
• 9:03
  but you know
• 9:04
  what I mean
• 9:05
  and now he understands that
• 9:06
  they've gotten so
• 9:08
  dynamic and
• 9:09
  so different
• 9:09
  and they're
• 9:10
  all trying to
• 9:11
  one up each other
• 9:11
  and changing things
• 9:12
  and reels and short
• 9:13
  form and posts
• 9:15
  and stories
• 9:16
  and so he's
• 9:16
  pulling industry
• 9:17
  professionals in
• 9:18
  partnering with them
• 9:19
  and providing a top
• 9:20
  notch product
• 9:21
  his sales will
• 9:22
  absolutely skyrocket
• 9:25
  with that change
• 9:26
  because what he has done is provide a piece of value
• 9:30
  that's as relevant and
• 9:33
  up to date as possible as you can be in that space
• 9:36
  so as we go through that
• 9:38
  we will continue to watch that
• 9:40
  but it's you know again
• 9:42
  that's a perfect example of somebody who's has success
• 9:45
  he's made it right
• 9:46
  and he's constantly trying to improve and change
• 9:49
  and so I think as real estate agents
• 9:50
  we could take you know
• 9:52
  great notice of that leadership that he's providing
• 9:57
  and go from there
• 9:57
  and that's why I love being in the wolf pack
• 9:59
  but the point is that the industry is going to change
• 10:02
  there's always new tech and new this
• 10:04
  and something shiny over here
• 10:06
  and we need to absolutely keep our focus on what works
• 10:09
  but be able to step back
• 10:12
  look at it and actually analyze
• 10:14
  from a non biased opinion
• 10:17
  what we're doing
• 10:17
  is it working
• 10:18
  can we tweak it a little bit to make it work better
• 10:21
  because if we don't
• 10:22
  we will find ourselves competing against these big box
• 10:25
  you know Internet
• 10:26
  I buyer things
• 10:27
  that are coming to the market
• 10:28
  in place to eliminate the real estate agent
• 10:31
  and you know
• 10:32
  that's gonna eventually catch up to us
• 10:34
  so you know
• 10:35
  if you're paying for Zillow leads and all of the things
• 10:37
  and you don't control those
• 10:38
  well you're just paying into the machine that's job
• 10:42
  or their goal is to replace the real estate agent
• 10:45
  and I want you guys to hear that
• 10:47
  as a real estate agent
• 10:48
  you have to understand that you need to adapt
• 10:50
  as quickly as possible
• 10:52
  and it's not like
• 10:53
  always changing and always doing the thing
• 10:55
  but just tweak your offer right
• 10:57
  great podcast
• 10:58
  Emily Hirsch
• 10:59
  not for lazy marketers
• 11:00
  always talks about that offer
• 11:02
  and tweaking it a little bit
• 11:03
  if you have an offer
• 11:04
  she's a wonderful person to follow
• 11:06
  and listen to her podcast
• 11:08
  because she's always talking about
• 11:10
  making these little changes
• 11:11
  you know how were you delivering the offer
• 11:13
  and how did the offer come through
• 11:14
  once you actually delivered the product
• 11:16
  they were looking for
• 11:17
  does that need change
• 11:18
  or does it need the advertising change
• 11:20
  and so as long as we're always looking
• 11:22
  always adapting
• 11:23
  always measuring
• 11:25
  we will be great
• 11:26
  so what gets measured
• 11:28
  gets managed
• 11:29
  is a quote by my buddy
• 11:30
  Mike Charard
• 11:31
  and I won't talk about him anymore
• 11:32
  but that's absolutely something to consider and see
• 11:35
  if you are leaning towards that comfort zone
• 11:38
  you're in that endowment phase
• 11:41
  and how do we ease that
• 11:42
  how do we ease that comfortability
• 11:44
  while building our lives as entrepreneurs
• 11:46
  and bettering our lives
• 11:48
  that's the magic question
• 11:49
  but it starts with stepping back
• 11:51
  taking a non biased look at your work
• 11:53
  and what you're doing
• 11:55
  and making truthful
• 11:58
  statements and understand that
• 12:01
  that's just gonna help us move forward
• 12:02
  if we can be truthful and non biased in that point
• 12:05
  we must always be willing to adapt and overcome
• 12:07
  and that's the bottom line
• 12:09
  the honest truth is
• 12:10
  there is 0 way to automate your entire business
• 12:12
  as real estate agent
• 12:13
  and have the ability to have no ceiling on your income
• 12:16
  and no floor
• 12:18
  and so we want to make sure
• 12:19
  that we are doing everything we can
• 12:21
  to put ourselves in the best
• 12:24
  and the nice part is
• 12:25
  not a lot of bosses
• 12:26
  not a lot of ownership
• 12:27
  we have a license
• 12:28
  we have a managing broker
• 12:29
  we got to follow those simple rules
• 12:31
  that are pretty straightforward
• 12:33
  and we can be our own bosses
• 12:35
  and continuing to build our business
• 12:36
  and that's one great thing about
• 12:39
  you know this industry
• 12:40
  so once you get that momentum
• 12:43
  keep it because the minute you lose that momentum
• 12:45
  could be months or days away from losing your business
• 12:48
  and that's not what I want anyone to do
• 12:51
  my goal here is to help agents win
• 12:52
  every single day at the game of real estate
• 12:54
  so get out there and do that
• 12:56
  if you're interested in this video right here
• 12:58
  check it out
• 12:59
  it's asking you the question
• 13:00
  are you a business owner or just self employed
• 13:03
  something that I kind of talk about
• 13:04
  probably a good one
• 13:05
  if you're listening at this time of this video
• 13:08
  so check that out
• 13:09
  thanks for tuning in
• 13:09
  like comment
• 13:10
  subscribe bye bye