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Stop Losing Clients After Closing | Annual Review System for Realtors · The Real Estate Agent Playbook

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  most realtors stop the relationship at closing
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  it's done the closing gift has been delivered
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  and that just isn't the case
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  especially if you wanna work with investors
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  these repeatable clients that come over
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  and over and over again they want actual value
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  and if you are not providing it to them
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  they will find someone who is
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  so we're gonna talk about my annual review
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  as it relates to investors
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  but this can really be utilized
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  across the board in your business
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  to create a full pipeline
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  year after year day after day
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  moment after moment so
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  you can absolutely
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  scale your business in a very organic way
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  what's up guys
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  I'm Jeremy Kane with the real estate agent playbook
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  I'm going to dive into one of my most powerful
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  you know things that I do to generate leads
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  if you are interested in my coaching
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  you like what I say you think you can implement this
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  but you need support
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  please book a call and partner with me at the Wolf Pack
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  r E agent Wolf pack.com
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  the link is below
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  I can't wait to talk to you about all the free coaching
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  and everything that we offer within our organization
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  but for now let's get into it
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  so here's the deal agents hand over the keys
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  maybe check in once or twice after moving day
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  and then honestly it's kind of just a group approach
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  there's not a lot of one on one
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  there's not a lot of individual touches
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  it's just kind of the bulk stuff that comes out
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  the truth is when I implemented an annual review
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  I turned you know
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  first time home buyers into investors
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  I turned first time home buyers into move up buyers
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  I helped down sizers make a plan and help
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  you know organize their entire financial future
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  based around this asset
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  which is the home and real estate
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  so how did I do it well
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  first and foremost
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  we have to come with a value driven approach
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  and here's why investors love this
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  if you are somebody that you know
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  has a financial advisor
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  you're meeting with your financial advisor once a year
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  no matter what your stock portfolio is
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  well investors have
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  you know sometimes
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  you know one
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  two 10
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  100 1,000 units
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  and if you are building this
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  you know
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  report and value driven approach where you're saying
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  hey let's go over your entire portfolio
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  whether that's one house or 1,000 units
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  every single year
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  to make sure that you are doing the right things
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  to make sure that
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  I can connect you with the right people
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  and to create a vision moving forward
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  so it feels a little more like a financial plan
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  like we're so used to with our financial planners
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  with our financial advisors
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  they absolutely love this
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  because it's not just here's a CMA
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  here's a generic CMA
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  that I made for everybody in my farm
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  it's an actual individualized report and a conversation
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  where you can create a pipeline full of
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  referrals for your industry partners
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  which only leads to their success
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  and if they're having success with your referrals
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  and you're sending them 10 times more than the average
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  top producing agent
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  because you're having these meetings
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  year in and year out and whether it's
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  you know something with financing or they say hey
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  my my kids looking to purchase a house in another state
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  and you make those connections with a realtor
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  you can get a referral fee with your lending partner
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  they will you know
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  put a checkmark on the board for you
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  as someone who sent them a referral
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  and the more and more you do this
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  the better it gets
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  and it doesn't stop with just the lending
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  and just the real estate side
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  this is an Pandora's box of an opportunity
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  for you to create referrals
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  generate referrals
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  and be in the know with your clients
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  as you kind of
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  prepare and dream with them in the future
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  because this is where conversations start
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  this is where the dream properties become reality
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  because you can actually plan
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  make a goal plan how to get there
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  and absolutely help them execute
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  and be a part of their story
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  there's not a lot of that out there in our business
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  and I was one of those people that was like okay
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  we'll keep in touch we'll do our social media
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  we'll do some mailers but the truth is
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  if my goal was to help people build
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  wealth through real estate
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  I needed to provide this opportunity
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  to actually help them build wealth through real estate
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  and not just you know
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  earn a commission and then
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  you know kind of be omnipresent in their lives
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  not providing a ton of you know
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  individualize specific value for this asset
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  that is absolutely the key to their success
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  to get to their next step
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  so how's this look first and foremost
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  we definitely talk about the current market value
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  this is not a push to you know
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  get them the list I don't go into their home
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  and actually assess what's going on
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  I will take notes after we meet
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  if they've done some improvements that maybe
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  you know weren't there when they bought the house or
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  you know since the last time we talked
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  just so I can kind of keep my finger on the pulse
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  on what's going on because ultimately
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  if we're going into a listing appointment blind anyways
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  we're going to have a range
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  so I keep it about a 25 to 50,000 dollar range
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  depending on you know
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  the price point and all of that
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  and I don't get too detailed
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  I take a quick look at the MLS
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  I look at what's going on in their neighborhood and
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  you know ultimately I check some of the other platforms
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  Homebot um
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  my CRM lofty actually
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  you know gives me a
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  a little bit of a property
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  value average and we can go from there
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  so that's just a general point
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  and it's it's very quick right
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  because here's the deal
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  when we're shotgunning out these
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  you know CMA's that people do every year
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  whatever we're leaving them on the doorstep
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  or we're just sending them to the email
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  the only thing that they really care about
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  most people outside of a certain class
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  will just scroll through it
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  look at what their value is and move on
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  the truth is they can find that on the internet
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  you know a ballpark number all over the place
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  and we all know where they can do that
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  so I want to give them a little bit more
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  so we start with that value
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  and then I do some research
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  I look at the public record and I say okay
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  this is probably your prox approximate
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  um you know pay off for your loan
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  so then I can determine an equity value
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  I also when we're scheduling this
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  provide a calendly link that has a few questions
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  one of which is
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  do you have any other mortgages on the home
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  and how much approximately do you owe in total
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  so I know that so sometimes they give me that number
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  sometimes I have to find it but either way
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  it's it's fairly easy to obtain
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  and figure out the difference
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  between their market value
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  and what they owe then it's on to the value
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  it's just asking them questions
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  about what's going on we talk about their loan
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  we talk about their interest rate
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  we talk about you know
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  the need to refinance
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  if they have refinanced and kind of how that looks
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  right because sometimes
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  if they bought in a higher interest rate
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  and the interest rates you know
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  you have a ballpark and they're a little bit lower
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  you might want to say
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  you might want to reach out to this lender
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  I can connect you
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  if you're interested in saving a little bit of money
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  and refinancing I explain that to them
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  and actually tell them what refinancing is
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  and resetting the amortization schedule
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  and all of that a lot of people don't know that uh
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  if you couldn't imagine and then
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  you know I go into do we have mortgage insurance
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  is there another option
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  is there a need to access some of that equity
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  all of those things are important
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  once we're through that piece
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  and of course with investors
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  this might look a little bit different
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  because you actually you know
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  investors sometimes aren't in the traditional mortgage
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  and all of that I use this for my residential clients
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  I also use it for the investors
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  so it does have to tweak a little bit
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  based on who you're talking to
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  and that's fairly simple
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  then I talk about insurance and I say okay
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  you know have you had your insurance agent
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  review your properties review your portfolios
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  to make sure that you're
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  insured correctly and for the proper amounts and
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  and all of that I get more you know
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  referrals to my insurance agents than a lot of people
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  because most real estate agents
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  don't even talk about this
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  don't even have an insurance
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  agent that's willing to look at people's policies
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  and see if they're you know
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  overpaying underpaying underinsured overinsured
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  this is a very important piece
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  because
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  as we saw in the fires here in northern Colorado
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  you know a few years back
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  there was a lot of underinsured individuals
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  because the
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  appreciation was outpacing the insurance policy
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  so we want to make sure that that's the key
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  because we have to protect that asset no matter what
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  because ultimately it is probably the most expensive
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  asset that most of our clients have
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  you know investors the same way right
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  if you're looking for a big group you know uh
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  policy maybe there's some savings
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  maybe you can you know
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  give your insurance person who you know
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  will take care of your clients
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  and will help stay on top of this with you
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  as on your team
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  an amazing referral you never know right
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  and then we're moving on to okay
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  is there anything you need done
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  is there any you know
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  contractors that I can connect you with
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  what are you looking to do
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  how long do you and in this time is when I ask
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  how long do you expect to be in this home
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  because that truly makes a huge difference
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  on what improvements they might do to the property
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  to the complex to their house
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  whatever that is does it make sense right
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  let's start looking forward
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  what are we going to do
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  because ultimately it doesn't make sense to put
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  you know top of the line unique finishes
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  solar panels all the things on a home
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  if they don't plan on living there for a long time
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  because the more and more unique and quirky and
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  you know whatever you make this property
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  the harder it is going to be to sell for top dollar
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  and often times those unique quirky pieces are
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  you know a huge
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  you know attractant or detractant for some clients
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  usually you don't want to shrink the buyer pool
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  if you're looking to move
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  in the next two to five years
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  and so we have that conversation right
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  and this may change I'm not holding them to it
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  but you'd be surprised
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  because I'm asking that question
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  and I'm applying it to what we're going to do
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  to the real estate property
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  how many people will raise their hand and say
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  this is absolutely you know
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  this makes a lot of sense
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  right as well if they're gonna hold on to it
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  if you're helping them build a rental portfolio
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  by house hacking or whatever it is
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  you wanna mention hey
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  let's not put the top of the top
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  but you might still wanna put that granite
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  you know the basic granite in there
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  because that'll be really attractive
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  to people that are renting and
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  you know
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  the more and more solid and bulletproof you can make
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  a property if you're going to rent it
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  the better you will be so planning this ahead
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  talking about how we're doing this
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  talking about how we're going to
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  you know leverage this asset
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  and that's the final thing I talk about
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  is there anything that you would like to do
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  one day with this equity are you just the one
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  you know primary residence
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  move up buyer that's just gonna roll it over
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  roll it over roll it over okay
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  well we can work on maximizing that are you looking to
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  you know do some improvements
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  but turn it into a rental
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  and maybe pull some equity out to use it for
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  you know your next property
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  and continue to build rentals
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  through your primary residence
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  I talk about that a lot and so as you can see here
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  we're just here starting conversation
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  providing value and then at the end I just easily say
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  there's anybody
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  else that you think could benefit from this
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  please connect us on a text message
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  I will absolutely do this for free uh
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  as long as they're important to you
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  they're important to me
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  and I want to offer this across the board
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  a database builder as simple as that
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  so here we are providing a ton of value to our clients
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  creating the you know reason for them to call you
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  the next time they make a move
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  then
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  we're driving a ton of value to our industry partners
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  community partners and I don't just
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  you know when we're talking about the contract
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  it's not just about the home and the improvements
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  if they need a hair stylist
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  or my favorite restaurant or whatever
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  we keep it light
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  but I'm still driving business to all of these people
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  to all of these small business owners
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  that I will absolutely make sure that they know
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  that I'm driving them business
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  hey did Ashley and David come in
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  you know for dinner
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  this is the situation right
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  or when you're there ask for Mark
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  tell him I sent you you know
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  whatever it is and you're making that point
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  so if you are making a referral
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  I try and do the Three Way text
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  because every single time that I do a Three Way text
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  it's off of my plate I made the connection
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  the partner knows it and the client knows it
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  and they take it from there
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  but as opposed to me saying yeah
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  call call Johnny over
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  you know at current installations
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  he'll take care of you where they may lose that number
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  they may lose sight of that
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  they may never do that
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  Johnny has no idea I ever sent that
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  or maybe it's three months down the road
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  and they're like oh
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  I got your number from someone
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  I don't quite remember who and you don't get credit
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  if I make that text message introduction
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  I get credit no matter what
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  that is how I'm sending more
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  referrals to my industry partners
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  and community partners
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  than any other agent on the planet
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  because I'm actively looking
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  providing a resource making a connection
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  being a connector and this will absolutely
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  exponentially grow your business
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  because the client
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  now knows that
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  you're the person with all the connections
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  the industry partner now knows that
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  you're giving them more referrals than anyone else
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  which obviously bodes well for them
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  when they come across people who want to buy or sell
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  and that's the entire point of this
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  so you're covering your bases
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  and you're also having
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  very organic conversations with your clients
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  with your investors about what the next step is
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  you're constantly trying to move it forward
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  in a non pushy non salesy way
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  you're just talking to them about their dreams
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  about their goals and it goes a long way
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  once we're done I give clear action steps
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  I make the connections pretty much right away
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  and then I provide them with a PDF
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  report of what we talked about
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  so they have it and we are off to the races
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  an absolutely
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  incredible weapon that I have in my tool belt
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  to help provide value to stay relevant
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  and to actually help my clients build wealth
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  whether it's one house
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  whether it's 1,000 unit portfolio
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  you can take this to the max
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  and that's why this is such a powerful tool
• 14:39
  when you're out talking to maybe 10 year investors
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  more agents than not say well
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  you know I've been in the business for two years
• 14:45
  investors bought over 100 homes
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  I doubt they wanna use me
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  well I will tell you right now
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  that there's not another agent doing this for them
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  on this level
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  and the honest truth is you have an opportunity
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  so if you want those clients like Ben Deal
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  who I'm interviewing on Friday on the channel did
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  he called one investor and that LED to 80 seller leads
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  because he was providing value to this investor
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  and the investor said hey look
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  we're looking for this needle in the haystack
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  person willing to sell for
• 15:16
  you know quick and for this amount for cash as is
• 15:19
  but oftentimes we come across people that
• 15:22
  you know need a couple improvements to their home
• 15:24
  and can get much higher can I send you those people
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  right
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  there is a massive opportunity here for you to do this
• 15:31
  and I interview Ben Deal
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  and he talks about how he got his first Hot
• 15:35
  80 seller leads by doing just that
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  so this annual review
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  can take your career to the next level
• 15:41
  but it's also something if you love people
• 15:43
  you love helping people build wealth
• 15:45
  and you love repeat clients
• 15:47
  this is something that you absolutely
• 15:48
  have to include into your plan
• 15:51
  into your strategy I promise it will
• 15:54
  work if you want that you know
• 15:56
  one pager about exactly what I just said
• 15:59
  please comment and your review
• 16:01
  check out the YouTube video
• 16:02
  that's coming out on Friday with Ben Deal
• 16:04
  an absolutely incredible application of this
• 16:07
  and if nothing else like comment subscribe
• 16:10
  we'll see you on the next one
• 16:11
  but I'm absolutely
• 16:13
  excited to talk to you about exactly what we can do
• 16:16
  to help you take your business to the next level
• 16:19
  and if you're interested in my free coaching
• 16:21
  all of you know my entire upline social media
• 16:24
  AI training systems processes
• 16:26
  time management
• 16:27
  please book a call at the re agent Wolf Pack below
• 16:31
  and we will chat
• 16:32
  and I can't wait to see you implement this
• 16:35
  and absolutely take this to the next level