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The People Around You Are Shaping Your Real Estate Business · The Real Estate Agent Playbook

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  I just spent several days
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  surrounded by successful real estate agents from all over the country
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  and around the world
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  and I came home thinking about something I believe matters
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  way more than most agents realize
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  the room you put yourself
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  in can completely change the way you build your business
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  but simply getting into the room is not enough
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  a little over a year ago when we started Carbon Collective
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  the average agent in our room
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  was doing fewer than four transactions a year
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  today that number has nearly doubled
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  and I don't think that happened because we found some secret lead
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  source
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  or discovered some magical business strategy nobody else knew about
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  I think a big part of it came from changing the room
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  we intentionally put agents around
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  people who were willing to share what they knew
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  admit what they did not know
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  and genuinely help the person sitting next to them get better
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  and after what I just experienced over the last few days
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  I am more convinced now than ever that this matters
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  because I was sitting with agents from completely different markets
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  different states different countries
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  different levels of production
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  and what stood out to me was people willing to share
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  and what they were willing to share
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  not the polished version of the business
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  the real version here's what is working
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  here's what I tried that completely failed
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  and here's something we changed that made a difference
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  in one of the tougher markets
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  that most agents have seen in their career
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  nobody seemed worried that sharing an idea was
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  somehow going to cost them their next transaction
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  and I think that mindset is incredibly important
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  real estate can create this weird scarcity mentality
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  where we start believing everything has to be protected
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  we find a lead source that works
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  and do not want anybody else to know about it
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  we build a process and suddenly it becomes a secret
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  we figure something out and think
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  why would I tell another realtor
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  but sharing the playbook does not play the game for someone else
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  I can tell you exactly what I am doing
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  you still have to execute it
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  you still have to build the relationships
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  and you still have to become confident
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  you still have to sit across from a client
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  and know what you are talking about
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  you still have to do the work
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  all collaboration does is give somebody a better place to start
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  and sometimes that can save months
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  or even years of trying to figure out everything by yourself
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  that becomes more valuable
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  when you start putting agents from different markets in the same room
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  because real estate markets do not all change all at the same time
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  an agent somewhere else
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  may already be experiencing something your market has not seen yet
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  maybe their inventory changed first
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  maybe buyers started behaving differently
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  maybe listings stopped moving the way they used to
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  maybe a strategy they relied on for years suddenly stopped producing
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  and if that agent is willing to sit down and tell me what they saw
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  what they got wrong and how they adjusted
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  I can learn from that before I ever experience the exact same thing
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  it does not mean I blindly copy them
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  real estate is local but my perspective does not have to be
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  your market may be local your perspective doesn't have to be
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  and I think that is one of the biggest benefits
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  of surrounding yourself with people who are willing to collaborate
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  you get exposed to experiences you have not personally had yet
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  you start recognizing problems faster
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  you start seeing possibilities you would not have seen by yourself
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  and the best part is that
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  the value does not only flow from the highest producer in the room
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  down to everybody else
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  somebody doing 30 or 40 transactions does not have every answer
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  the agent doing 10 might have figured out a CRM system
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  they have never seen
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  somebody else may have built a better follow up process
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  another agent may have handled a difficult seller conversation
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  in a way nobody else considered
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  production does not determine
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  whether you have something valuable to contribute
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  a great room gets smarter because everybody contributes what they know
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  and that is the difference between a group of agents
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  and an actual collaborative environment
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  a group can just be people occupying the same space
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  a real community is different
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  people know what you are working toward
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  they know where you are getting stuck
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  they're willing to challenge you
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  they're willing to share and when something goes wrong
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  you have somewhere to bring it
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  that was really the idea behind carbon collected from the beginning
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  carbon is celebrating its first birthday right now
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  when we created it it was as a division of the Wolf Pack
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  we were not trying to build another place
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  where agents could collect more information
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  there's already more real estate training online
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  than any of us could consume
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  and within the Wolf Pack it's absolutely incredible
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  however
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  it's a lot of marketing and branding and ideas and that is valuable
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  however getting in the mix with your clients
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  is something that's even more valuable
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  we wanted to meet agents where they were at and help them sell homes
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  that was the goal when we started
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  the average agent in the room was doing fewer than four transactions
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  a year over the last year
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  we have grown the room significantly
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  we have brought in more agents and more partners
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  which means we also have brought in more experience
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  and more perspective into the conversations
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  at the same time average production per agent has nearly doubled
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  and based on our internal tracking
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  now outpaces the brokerage wide average
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  I'm really proud of that but I wanna be careful about how I frame it
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  carbon did not sell those houses
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  those agents did they made the calls
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  they had the conversations
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  they won the clients
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  they handled the problems and then they closed the transactions
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  they did the work
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  what I believe the room did was help them get better at doing the work
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  it gave them somewhere to ask the question
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  instead of pretending they already knew the answer
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  it gave them access to agents
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  who had already dealt with the same thing
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  that they were facing for the first time
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  and it created an environment where sharing something useful
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  did not feel like giving something away
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  and I wanna talk about how this trickled down
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  because we do have agents in certain markets
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  and we have multiple of them
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  but this kind of non scarcity
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  or abundant mindset has LED to those agents sharing
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  I talked to a top producing agent in my state today
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  and she is sponsored by another agent
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  who is a top producing agent in the same neighborhood
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  and what she said to me is like
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  we've actually I've shown one of her listings one time
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  so you have to understand that that scarcity mindset is not founded
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  even the top producers in the same neighborhood
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  have different values to bring to the table
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  and they are targeting different people
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  and if you're learning how to do that and target your specific Avatar
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  you could give all your playbook to one person
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  sitting right next to you
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  your neighbor
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  and it's not going to have a major effect on your business
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  in fact the agents collaborate and they help each other out
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  they show houses when you know
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  the other ones out of town
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  they ask questions when maybe it's late at night
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  and they don't want to call the broker
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  and there's a lot of opportunity there
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  and because of how we built carbon globally
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  it is trickled down to a very collaborative environment
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  even hyper locally
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  that is the family atmosphere I am talking about
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  not everybody sitting around congratulating each other
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  I mean genuinely wanting the person next to you to win
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  because if I figure something out
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  that helps another agent close one more home
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  I don't lose anything
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  and when that agent figures something out six months later
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  that helps me now the entire room gets better
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  that is where the compounding starts
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  and this is one of the things
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  I think agents who are trying to grow from five to seven deals to 30
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  should think about much more seriously
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  you can absolutely figure everything out yourself
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  you can absolutely love your broker
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  and understand that
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  that may not be the best environment for you to succeed
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  you can learn every lesson personally
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  you can make every mistake
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  you can build every system from scratch
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  but why would you want to
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  if somebody else has already Learned the lesson you're about to learn
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  the hard way listen to them
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  if somebody is six months ahead of you
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  on the problem you're dealing with today
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  ask the question the right room does not do the work for you
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  but it can keep you from starting every problem from a blank page
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  and there's another part of this I think matters
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  getting access to a great room does not guarantee anything
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  you still have to walk into it with an open mind
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  you have to be willing to say
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  I do not know you have to be willing to hear something
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  that challenges the way you have always done things
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  you have to be willing to try something new
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  and when you figure something out
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  you have to be willing to put that knowledge back into the room
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  access and participation are not the same thing
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  you can sit next to incredibly successful people
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  and learn absolutely nothing
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  if you spend the entire time
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  trying to prove that you had already figured out
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  or that that won't work for you
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  because you don't have the same following
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  and you don't have the same this and you don't have the same that
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  that is why I think the mindset matters almost as much as the people
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  the best people I was around this week came in curious
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  they asked questions they shared freely
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  and they were not afraid that helping somebody else
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  somehow made their business weaker
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  it was the opposite the room gets stronger because people contributed
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  and I think that is the question agents should start asking themselves
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  not just what company I am at or who I am with
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  not just what tools do I have
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  ask yourself who am I actually around on a day to day
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  are they moving towards something
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  are they willing to share
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  are they challenging me am I learning from them
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  am I bringing something into that relationship too
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  because a great room is not built by the people who simply join it
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  it is built by the people who contribute to it
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  that is probably my biggest takeaway from the last few days
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  the right people can change the way you think about your business
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  they can expose you to the problems before you encounter them
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  they can show you possibilities you did not know existed
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  they can shorten the learning curve
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  but you still have to participate
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  you still have to execute
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  and you still have to bring something back into the room
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  that is what we are trying to continue building
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  inside Carbon Collective
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  I do not want it to be another place where agents log in
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  and consume more information
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  and say they're working
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  I want it to be a place where somebody says
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  this is what I'm dealing with right now and we actually work on it
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  then they go use what they Learned
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  they come back
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  we see what happens and then the room gets smarter again
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  a year ago we set out to meet agents where they were
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  and help them sell more homes
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  a year later we have grown the room significantly
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  our average production per agent has nearly doubled
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  and we are seeing exactly the kind of collaboration
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  we hoped we could create it is working and we are only getting started
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  if you want to see what I mean
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  instead of just listening to me describe it
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  comment pass below I will send you a link
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  to spend 2 weeks inside Carbon Collective with us
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  come to the coaching meet the agents
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  bring something you are actually working through in your business
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  and see what happens when you put the problem into a room
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  full of people who genuinely want to help each other get better
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  I'm not asking you to take my word for it
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  come see the room but there is another side of this
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  because you can have access to the best people in the world
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  and still choose to sit by yourself
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  and I think trying to build this business alone
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  is costing agents more than they realize
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  that is where we are going next
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  stop trying to do real estate alone
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  and I want to step back
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  and help you understand the reason this is all possible
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  yes I loved my broker too
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  I left my dad's brokerage and that was a big step for me and my career
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  but what I found not only within Carbon Collective
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  not only within the Wolf Pack
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  but the EXP family in general
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  is this is how the company is built
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  however it takes getting in person sometimes to see that
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  now being here five and a half years
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  I understood that there was some gaps in what we offered
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  as an organization and myself
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  Louis Galt
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  Kyle Mark
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  Adam Gillespie John Schuckman
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  sat down and we had this vision to bring 12 coaches together
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  who were all invested in the agents
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  whether they were in their organization or not
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  to really help move the needle and build a culture
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  that is only a pipe dream in most instances
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  most instances you have a managing broker
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  he maybe sold houses at one point or maybe still does
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  so he can pay the bills and with that said
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  you have to understand that there's a lot on their plate
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  yes I loved my broker too
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  you may love yours but are you getting the collaboration that you need
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  in one of the toughest markets that any of us have seen in our career
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  the truth is if you walk into a room
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  and everyone's talking about how tough the market is
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  and it's a negative energy
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  that's not helping you we can't control the market
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  what we can control is
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  how you flex your business into something that works in any market
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  and the truth is if you're around people that have the negative energy
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  that are frustrated stressed out because they're not selling
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  you know 60 homes a year anymore
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  without trying to look at the opportunity that is in front of us
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  that is where the problem starts
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  so if you are interested in seeing the room
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  seeing what I'm talking about and feel that energy virtually
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  then I can promise you by next year
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  when the conference comes around and I offer you a free pass
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  you will want to see what it is like to be inside this brokerage
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  that everyone has their opinions about
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  but no one really understands the inside
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  cause on the inside everybody's willing to help everybody
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  the corporate you know
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  people come up and say hi
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  because we're all moving in the same direction
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  we just have different size boats
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  and that is the key piece of why Carbon Collective was created
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  I promise you you won't be disappointed
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  I'll see you on the inside
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  comment pass below and check out that next video
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  because no one should do real estate alone