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Real Estate Success: Why Every Traditional Method Works · The Real Estate Agent Playbook

• 0:00
  I know, I know as real estate agents, we want the modern cutting edge technology.
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  That's giving us the leads coming in using tech, using computers, using
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  AI, all of the things, but I'm here to tell you the fastest way to convert
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  leads into conversations into real estate success is the traditional
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  lead methods and they still work.
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  They're still tried and true.
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  That is why in my course, I absolutely included a traditional or active pillar.
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  Okay.
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  So that you as an agent can put yourself into the fold and have real estate
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  conversations and better your real estate vernacular and your scripting as
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  you go and probably close deals faster with these traditional methods, looking
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  at them a little bit differently.
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  So stay tuned.
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  We're going to dive into all of that and more.
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  What's up guys, Jeremy Kane, real estate agent playbook and the creator
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  of the foundations builder course.
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  If you have not checked out the course that will take you through creating
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  your four pillars, please comment below foundations course, and I will
• 1:07
  certainly get that information to you.
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  I am super excited to release that and I believe agents will be able to
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  take the next step in their career, whether that's the first step or they've
• 1:17
  been in the business for 10 years.
• 1:19
  That's exactly what I am so excited to pass along to you.
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  Agents within my community.
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  While you're here, please like, comment, subscribe.
• 1:27
  I absolutely put out free content on building a real estate business
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  practically while I am still in it.
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  There are a lot of coaches out there that are not still selling homes actively.
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  That's not the case with me.
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  I'm here to help you.
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  I'm in the fight, but I also want to see you build and absolutely crush the game.
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  That's why I created the course.
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  That's why I do the YouTube.
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  That's why I'm on podcasts.
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  So wherever you're at, throw me some love and we'll get rolling.
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  So when we talk about active real estate marketing.
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  I have to step back and tell people that everything works.
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  This is something I say on this channel often, and everything does work.
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  If you put the right, dedicated, consistent effort to it and you stay
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  consistent and you are unrelenting, right?
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  You can look back and measure and manage and change, but we must stay
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  the course for any lead generation source to work, whether it's social
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  media, YouTube, like this one.
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  Completely old school open houses or door knocking or cold calling
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  whatever that is consistent effort will get us there So let's talk
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  about the traditional Lead generation pillars that we dive into, right?
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  We have direct mail.
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  This is obviously something that is long term.
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  You have to consistently hit the same people.
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  You have to provide as much value as you possibly can.
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  You have a split second while people are going through their
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  mail, deciding if it's junk.
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  Or not.
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  We get so much mail these days that that's super important.
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  Have an item of value, have it stand out, have it on brand and it should be okay,
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  but it has to come month after month after month and continue to build that.
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  Next we have cold calling.
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  Okay.
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  This is something that you absolutely have to do, right?
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  If you, if you are cold calling and that's your chosen pillar,
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  you have to Do the calls, right?
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  You have to look at your numbers.
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  You have to look at your conversions.
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  You have to look at your conversations.
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  You have to look at your appointment set and you have to look at, you know,
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  actual homes that hit the market or buyers that you actually help buy.
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  And so you have to do that, but you have to start consistently.
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  Next you have door knocking, right?
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  You have to hit doors, you have to, have that item of value, and this
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  all kind of comes together under a farming kind of aspect which is also
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  another one of the pillars and the accelerators I have in my course.
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  But those are really the tried and true traditional sales methods.
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  Next is open houses.
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  Now open houses is unique to the real estate industry, right?
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  A lot of people do cold calling and door knocking open houses is real
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  estate specific And usually the one that people are most comfortable doing
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  because you're in your domain you're in a home That's on the market and you're
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  able to talk to people who are walking in usually with more intent than just
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  you know Blind firing off calls or door knocks, but they all work, right?
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  But it's still consistent if you're doing two open houses a month You're
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  probably not going to see great success.
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  You're probably not going to advance your skills as fast as someone who's
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  doing, I don't know, eight in a weekend, like somebody in the Wolfpack does or
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  at least two or three a weekend and kind of expanding that and having that your
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  work time, your prospecting time on the weekends, non negotiable ready to go.
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  Right?
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  And then you have GeoFarming.
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  I honestly believe that GeoFarming is a collection of all of these.
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  If you are farming a neighborhood, you need to hold every open house you
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  possibly can in that neighborhood.
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  You need to door knock that neighborhood.
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  You need to cold call that neighborhood.
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  You need to direct mail that neighborhood.
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  If you can really put it all together and create a farming piece, this
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  is something where it can truly be a pillar of your business.
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  And you can take over whatever neighborhood you want.
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  The honest truth is no one is farming a neighborhood doing all of these things.
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  And so that opportunity is yours absolutely to take over a neighborhood.
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  The beauty of these traditional methods is a lot of them are tailored
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  towards homeowners already with cold calling and door knocking.
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  But open houses can also be tweaked to bring in sellers and so on.
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  And I talk about all of these things in my webinar.
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  That's absolutely free.
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  Check the link below in the comment section to sign up for that webinar.
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  We're continuing to put these out.
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  We're doing them live right now.
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  Buyer's agent to listing agent in 30 days.
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  So we'll talk about how to, you know, tweak these into being seller focused.
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  lead generation.
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  So why are all of these, you know, traditional and why do they
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  work and why do they accelerate?
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  Right?
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  Because each one of these allows you to have real estate specific conversations,
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  cold calling, door knocking, you're kind of controlling the conversation.
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  Once you get into your script and you can have real estate conversations, what
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  happens with real estate conversations?
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  People ask questions.
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  You're going to find the top 20 questions or top five questions
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  that everyone's asking, right?
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  And so you can continue to develop and earn your craft and do your research
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  and make sure you're better, right?
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  You're not going to be perfect the first time someone throws a question
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  at you, but have a knowledge of the market and be able to do what
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  you can do to answer that question.
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  And the number one truth to all of this.
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  Is if you get asked a question, you don't know the answer to just be honest and
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  say, you know, that's a great question.
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  I've never been asked that.
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  I'm going to go find the answer for you and I will return with that answer.
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  Right?
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  Boom.
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  Follow up.
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  Easy.
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  So sometimes we feel like we have to know the answers to everything
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  before we knock on that door.
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  Before we pick up that phone.
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  The truth is you're not going to have the answers to everything ever.
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  But if you can continue to develop this and you continue to talk
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  about this, eventually you'll have, true real estate conversations.
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  And then what comes up are the objections, right?
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  There are very few objections that actually come across.
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  And this is the number one reason we fear doing these things because
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  what happens if we get this objection and we can't handle it?
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  The truth is you have to stay in the fight.
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  You have to do it right.
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  You have to practice.
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  Even if you have the perfect script for the.
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  Objection that I'm not ready to sell my house and you have
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  to come up with something.
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  At least you get the practice, you get the reps.
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  If you have the perfect script for that question and it's asked the
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  very first time, you're probably going to fumble over your words and
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  you're not going to be great at it.
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  But repetition after repetition matters.
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  And eventually you'll be able to handle these like a pro and you'll be turning
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  these conversations into bonafide clients.
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  every time you do it because you're so consistent.
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  So getting in the fight, having these conversations, real estate
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  specific is just a byproduct of doing this active lead generation.
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  This traditional lead generation is, this is where you have the most conversations
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  that are real estate centric.
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  Okay.
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  Sphere of influence, you know, industry partners, all of that.
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  That's going to be a different kind of Conversation as
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  you go, but this is direct.
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  Hey, I'm knocking on your door because I'm a real estate agent
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  and I want to be a value to you.
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  What can I do?
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  What questions do you have?
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  How can I help you?
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  Right?
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  And that's obviously not the script, but if you go with that mindset
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  of how can you help them instead of how can I sell your house?
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  I think that's where things really can change.
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  You're going to have these conversations.
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  You're going to get really good at your scripts and what you're doing.
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  And then we need to dial it in, right?
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  Once we're out there practicing, we're getting the reps in consistency
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  is absolutely what matters, right?
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  Depending on what you're targeting, you know, if you're targeting Fizzbows or
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  expireds or geo, you know, targeting, whatever you're doing, you need to
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  be able to get these reps in, right?
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  So if you're doing expireds.
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  Maybe you're hitting them once a week on tuesdays or whatever you check the
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  mls And you pull those expires and maybe you're gonna go door knock them, right?
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  But you do it every single tuesday, right like clockwork You're
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  gonna make sure that every expire that comes on in a certain area.
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  You are at least doing something Right.
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  And sometimes expireds, you may not want to be in the initial rush, right?
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  There's hundreds of people that sit around and call on expireds and that's easy.
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  And they're on Red X and they're on all the lists that you can get.
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  Maybe you want to be a little bit later.
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  Maybe you do want to be the first, maybe it is speed to lead in your
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  market, but you need to do the practice so you can actually, you know,
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  understand where the best timing falls.
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  Right.
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  I've heard it both ways.
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  I've heard.
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  Right away.
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  And I've heard wait three months.
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  So you're the only one out there.
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  You're not, you know, going to be competing.
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  Eventually people just turn off their phone and shut their blinds
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  for a couple weeks because as agents.
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  They we've been taught right these traditional methods.
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  There's a lot of people, you know Looking for expireds or fizz bows or whatever
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  and you do want to separate yourself So if your skills aren't absolutely
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  top of the line, maybe you're waiting right making sure that the house is
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  expired Make sure you follow your mls and realtor board and commission laws
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  as far as withdrawn expired released All of those things are all different.
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  So make sure you're not like oh I watched this youtube video and jeremy said to call
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  You know, withdrawns, that's not the case.
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  In Colorado, in RMLS in Denver, withdrawn is still under
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  contract with an exclusive agent.
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  Expired is when that contract is up and they are released.
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  So, it's different everywhere though.
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  So don't take my terminology, that's just how it is in Denver.
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  But then it's a volume mindset.
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  It's how many people can I have these conversations with?
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  Right?
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  If I'm door knocking, I'm still door knocking the whole neighborhood, but
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  if I know it's an expired, I might have a different script with that expired.
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  Just pay attention to what's going on.
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  Utilize your resources within the MLS to make sure that you're
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  doing what you need to do.
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  And then success happens, right?
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  When you do have success, look at exactly how that played out.
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  What time you called, what door knock?
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  Did you, what time did you door knock?
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  Was it an open house?
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  How did you, you know, get in?
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  Because if you look back and you review your success stories, then you
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  can start to gain momentum, right?
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  And there certainly are one offs, right?
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  But, you know, it's just random, the stars align that day.
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  But most of the time, it's exactly what mood you were in, how you
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  did it, what time you did it, and how you, you know, handled the,
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  the objections or lack thereof.
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  And so, Make sure that you are taking every conversation.
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  That's at first, just the conversations without, you know, I'm
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  not interested door slammed, right?
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  How are you getting to the next question?
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  How are you getting to the engaging that conversation a little more and
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  a little more, and all of a sudden, how are you taking that conversation
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  to a relationship to, you know, hopefully eventually a transaction and.
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  That's that's the piece is we have to look at how we've been successful
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  when I have new agents that I talked to On realtor game plan
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  calls link in the comments below.
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  I'm always like, okay, how did you get your last deals?
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  How when you were crushing it back two years ago, were you getting your deals?
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  because If we can just dive into that and tweak and change some
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  stuff, usually just stay consistent.
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  We can continue to build that business and build that business as we go.
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  The next piece about these, which I talked about a little bit in farming,
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  is they are all cross related.
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  Right?
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  If you're doing open houses, doorknock a few houses around each side.
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  Right?
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  Drop a, you know, slide aisle voicemail to the community.
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  Send emails like you can really cross collaborate all of these, right?
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  If you're cold calling, maybe you, you know, try and get an open
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  house in there and you can say, Hey, I'm hosting this open house.
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  I'd love to invite everybody in the neighborhood for an
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  exclusive one hour before.
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  So you can cross these over and that's the beauty of these traditional.
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  Deals is the scripting should be very similar, right?
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  It's door cold calling open houses all of that, right?
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  It's asking for the business asking for the trust All of the asks are a
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  little bit scary to us when we first start But if you're not asking for the
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  business, You're not going to do it.
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  So you must go for the clothes and you must try different things in different
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  neighborhoods and see how it's accepted.
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  And again, look back at your statistics and how it's going and measure
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  what gets managed and change and tweak until you find your groove.
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  And then your groove is just rinse and repeat, right?
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  Rinse and repeat.
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  Look back, see if you need to adjust and tweak, but that's absolutely how it goes.
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  But the beauty of all of these, Is that they are cross, reference.
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  So you very well could do open houses, but let's door knock
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  and let's, do a call, right?
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  Or you could be cold calling and talking about an open house.
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  Or you could be, you know, farming and kind of crossing them all in
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  or taking two of those, you know, traditional strategies if you're farming.
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  I would definitely say obviously within your budget, but make sure you are doing
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  as much as you can with direct mail.
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  You obviously have a budget there, you know, 50 cents for
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  the stamp right now, already.
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  And then you have obviously the materials you're sending out, door knocking,
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  maybe you're hanging door hangers, you know, the brand absolutely matters.
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  But if you are able to cross a couple over and then you're pulling in
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  from your passive strategy, right?
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  Driving people to your YouTube channel or your Facebook page or
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  Instagram, whatever you're focusing on.
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  And that's how the course is designed, right?
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  You have these pillars of business.
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  It's a choose your own adventure.
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  Every single thing I've talked about here, I have a 12 week
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  accelerator for you to plug into.
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  You pick one and you go dial it in, you get consistent, you.
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  First off, actually, you build your, you know, plan, right?
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  Build it toward you, toward your personality, you know, kind of have
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  your ideas and how you want to do it.
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  And then follow the KPIs, right?
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  Hold the open houses when it says to hold the open houses.
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  Hit those call numbers every single week that are in the KPIs
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  within those 12 week accelerators.
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  And there's absolutely no way You won't have a quarter behind you 12
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  weeks and look back and be like, okay, like I could get on board with this.
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  Now I'm passing uncomfortable.
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  Now I can scale this and go.
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  And that's exactly what I want for you is an organized non shiny object
• 15:04
  syndrome approach to your business.
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  And right now is such an opportunity as there are so many, you know,
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  things changing and stuff.
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  Everything's new to a lot of agents, even the experienced ones.
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  So dive in right now.
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  And if you're interested webinar, link below comment foundations
• 15:22
  course in the comments, but I am super excited to connect with you.
• 15:26
  And as always, if you're interested in a realtor game plan called just to
• 15:29
  talk about your business 30 minutes, we can help you kind of get unstuck
• 15:33
  that's available too, but just bringing you value, helping you get wins every
• 15:37
  single day in the game of real estate.
• 15:39
  And don't forget to like comment and subscribe and we'll see you on the next.