Latest / The Real Estate Agent Playbook / Agent Strategies That Work: Real Insights from Leading a Global Real Estate Community

Transcript

Agent Strategies That Work: Real Insights from Leading a Global Real Estate Community · The Real Estate Agent Playbook

• 0:00
  all right agents
• 0:01
  we've been talking about the commission lawsuit
• 0:03
  we're putting that behind us
• 0:04
  we're moving the needle forward
• 0:07
  we're gonna come at it with a positive attitude
• 0:10
  I'm gonna talk to you a lot about what's working
• 0:12
  because I've had a lot of agents
• 0:15
  feel like maybe they need to go by leads
• 0:17
  maybe they need to join a team
• 0:19
  and kind of go back to that
• 0:21
  you know employee mindset and the truth is
• 0:23
  is that that's just not what I'm seeing working
• 0:27
  even with the you know
• 0:29
  team leads and such that I'm great friends with
• 0:31
  so let's sit down let's talk about this
• 0:34
  and let's dive into what exactly is working right here
• 0:37
  right now in the market
• 0:39
  from being a part of a global organization of 35
• 0:41
  hundred tight knit agents
• 0:43
  and leading over a hundred agents
• 0:44
  myself and 30 states so stay tuned
• 0:52
  what's up guys Jeremy Kane real estate agent playbook
• 0:54
  we're flipping the script today
• 0:56
  and we are moving forward
• 0:57
  we're pushing forward and I wanna share some insights
• 1:00
  from what I see is working
• 1:02
  to get agents transactions
• 1:04
  to help them build relationships within
• 1:07
  their communities and what is going on
• 1:09
  and what the successful closings are coming from
• 1:12
  so if you like anything about that
• 1:15
  if you like getting wins every single day
• 1:17
  at the game of Real State
• 1:18
  you are in the right place
• 1:20
  over on the podcast
• 1:21
  share the show with your favorite agent uh
• 1:23
  give me a 5 star review or whatever star you feel fit
• 1:27
  um YouTube and the other socials
• 1:29
  please do all the things like comment
• 1:31
  subscribe hit that bell and let's get rolling
• 1:34
  so being a part of an organization that has four
• 1:38
  you know mastermind calls 30
• 1:40
  five hundred agents globally every single week
• 1:43
  I see a lot of agents I talk to a lot of agents
• 1:46
  and being that I am one of the leaders in that group
• 1:49
  I often have time to you know
• 1:51
  voice what I see is working and all the things
• 1:54
  so now I'm bringing that to you um
• 1:56
  but I also have built relationships with agents alike
• 2:00
  that I just wanna share a little bit of insight
• 2:02
  because I've seen a lot of people get discouraged uh
• 2:05
  talk about getting another job
• 2:07
  talk about leaving the industry
• 2:08
  and that's absolutely not what we wanna do
• 2:11
  so take that experience in those connections
• 2:14
  and hopefully help you understand
• 2:17
  what I'm seeing that's working
• 2:18
  first and foremost
• 2:19
  across all lead platforms across cross everything
• 2:23
  consistency is key if you dedicated to cold calling
• 2:28
  and you're making 100 calls a day
• 2:31
  and you're doing the thing
• 2:32
  you'll get the statistics
• 2:33
  you'll see what's going on
• 2:35
  you'll have that conversion rate
• 2:36
  and if you dedicate to that day by day
• 2:39
  day in day out it will work
• 2:41
  it's not the funnest
• 2:42
  just as if you're gonna have open houses
• 2:44
  two a weekend or eight a weekend
• 2:46
  whatever you know strategy you subscribe to
• 2:49
  if you're doing the open houses
• 2:51
  make sure that your follow up is dialed in
• 2:53
  and everything's dialed in there
• 2:54
  and you're having those conversations
• 2:56
  it's all boils down to consistency
• 2:59
  mine relationships fear of influence marketing
• 3:02
  industry partner marketing
• 3:03
  and you know
• 3:05
  that's that's how I've built my business
• 3:07
  that's how I'm a three time icon
• 3:08
  agent at the experience right through those things
• 3:11
  but it's consistent it's consistently showing up
• 3:14
  it's consistently doing videos
• 3:16
  it's consistently sending out my weekly email
• 3:19
  and so at the bottom of every success story
• 3:22
  even if it's social media
• 3:23
  even if it's YouTube even if whatever you're doing
• 3:27
  if you're not consistent it will not work
• 3:29
  so understand that
• 3:31
  the relentless consistency to the specific pillars
• 3:34
  sounds familiar I have a course
• 3:36
  if you're interested in my course
• 3:38
  comment pillars below
• 3:40
  and I will absolutely get you the information
• 3:42
  we can jump on a call
• 3:43
  and we can see if it would help you with your business
• 3:46
  but the consistency is key
• 3:48
  you have to have dedicated effort
• 3:50
  even with my industry partners consistency right
• 3:52
  I'm reaching out to him going to lunch with him
• 3:54
  talking to them it's not just
• 3:57
  you know hey
• 3:57
  do you have any leads we talk about the market
• 3:59
  we talk about all the things that are going on
• 4:01
  we talk about projects that
• 4:03
  you know possibly I can get contractors into
• 4:05
  and all of the things as we go
• 4:08
  it's 100% consistency
• 4:10
  based across the board no matter who you talk to
• 4:13
  and so let's talk about organic social media success
• 4:16
  I have two great agents in Pennsylvania
• 4:18
  John Schuckman Madison Barrios
• 4:20
  who are absolutely crushing it
• 4:21
  based on organic social media
• 4:23
  John doesn't pay a dollar of social media
• 4:25
  Maddie doesn't pay a dollar social media
• 4:27
  they do it completely different
• 4:29
  Maddie has a ton of lifestyle stuff
• 4:31
  um she talks about
• 4:33
  you know her day and raising her daughter
• 4:35
  and all the things that she does
• 4:37
  and that engages her sphere
• 4:40
  and they reach out to her and she sells homes
• 4:43
  John absolutely
• 4:45
  probably the best organic social media
• 4:48
  lead generator that I know
• 4:49
  he's you know
• 4:50
  jumped into video
• 4:51
  I pushed him for so long to get into video
• 4:54
  every single time he has a listing
• 4:55
  he's doing one of these videos
• 4:57
  it's a real it's short form
• 4:59
  it's engaging he talks on it
• 5:00
  his face is on it so his brand carries forward
• 5:03
  like he says the video usually is
• 5:06
  you know has
• 5:07
  you know between 1,000 and 5,000 views
• 5:11
  but the honest truth is
• 5:12
  it's more about his branding than selling the house
• 5:15
  because he can get you know 30
• 5:18
  40 showings on a house in their market right now
• 5:21
  and the price point is working in a weekend
• 5:23
  even without that video he was doing that before
• 5:26
  he's added that into his brand and people comment
• 5:29
  people engage and so
• 5:31
  definitely check John Shookman out on
• 5:32
  that organic social media piece
• 5:34
  but it's about building consistency
• 5:36
  and then it's about engaging right
• 5:39
  Shawn and Scott Bautista in our group
• 5:41
  you know you've probably seen them
• 5:43
  they have the sweet cars
• 5:44
  they talk so much about their secret to success
• 5:48
  being outward engagement right
• 5:50
  responding to every comment
• 5:51
  but also
• 5:52
  going out and responding to other people's posts
• 5:55
  and liking posts and all of those things
• 5:57
  and so even in the social media realm
• 6:01
  consistency is key right
• 6:03
  it's not just like they
• 6:04
  they get out of their fancy cars
• 6:06
  and their suits and sell houses right
• 6:08
  people are attracted to that
• 6:10
  but if you know
• 6:11
  it was just a comment
• 6:13
  they never responded or anything like that
• 6:15
  they are absolute wizards at responding to people
• 6:18
  and generating conversation
• 6:20
  and continuing to build their business
• 6:21
  both in production and agent attraction in that way
• 6:25
  next we'll go to relationship marketing
• 6:27
  within my organization you know
• 6:29
  Don Gonzalez Valerie Stewart
• 6:31
  Beth Mitchell all in different markets
• 6:34
  all doing very well just with their spheres right
• 6:37
  don talks about a lot of her business
• 6:40
  coming from the church that she's
• 6:42
  you know a worship leader at and um
• 6:45
  how she's involved in that community and
• 6:47
  and she's there 2 3 times a week
• 6:49
  and so being a part of that
• 6:51
  not even really talking to about real estate
• 6:53
  real estate coming to her
• 6:54
  Valerie is very invested in her kids
• 6:57
  um you know
• 6:59
  stuff whether it's gymnastics or school
• 7:01
  and a lot of her stuff comes from her sphere
• 7:04
  whether it's with her kids or
• 7:05
  you know her husband's job or all the things
• 7:08
  and then Beth Mitchell is absolutely in that space
• 7:12
  right from relationships with other agents
• 7:15
  and referrals coming in
• 7:16
  to just her sphere of influence and people within her
• 7:21
  you know
• 7:22
  lake community and things like that who she is helping
• 7:25
  um sell real estate
• 7:27
  but it's about being present
• 7:28
  it's about you know
• 7:29
  posting when she's out at the lake and
• 7:32
  you know posting her dog or whatever she's doing
• 7:35
  to absolutely stay in front of her sphere of influence
• 7:39
  so you know
• 7:40
  when it's really about relationship marketing
• 7:42
  and how that goes
• 7:44
  it's about taking that to the next level right
• 7:46
  there's not a time where I talk to Beth
• 7:48
  and she's in one place standing still
• 7:50
  she's got this meeting she's at this coffee shop
• 7:52
  she's doing this
• 7:53
  I think she's even had a meeting with me in a treehouse
• 7:56
  while she was waiting for her
• 7:58
  her listening to get staged so um
• 8:00
  that's kind of a joke but not really
• 8:02
  but this is the point is
• 8:04
  it's just about staying in front of people right
• 8:07
  the power of building and maintaining relationships
• 8:10
  is generating business for these individuals next
• 8:14
  I see that niche marketing is working
• 8:16
  the more you niche down in
• 8:18
  the more that you
• 8:19
  provide content for that specific niche
• 8:22
  if we're gonna talk about this
• 8:23
  we're talking about Taryn King right
• 8:25
  absolutely crushing the horse market
• 8:27
  whether it's agents from other agencies
• 8:30
  that know that she has her horse and heart brand
• 8:33
  uh calling her or tagging her in posts saying
• 8:36
  Terran King's the one
• 8:37
  she's generating listings from real estate agents
• 8:41
  who think that she is
• 8:43
  probably the authority in the horse world
• 8:46
  because of how she's built her nation
• 8:48
  how she's doing that now
• 8:49
  she's also generating a list of off market properties
• 8:53
  because these properties are a little bit different
• 8:55
  she's engaging her audience with
• 8:57
  you know email newsletters and things like that
• 9:00
  she's highlighting other you know
• 9:02
  horse properties that she doesn't have the
• 9:05
  you know honor to list
• 9:06
  but as you see everything she does is built in
• 9:10
  driving people into that horse industry right
• 9:13
  and she's ready to go right
• 9:14
  if she has if she gets a horse listening
• 9:17
  or horse property listening
• 9:18
  she's able to you know
• 9:19
  find people to clean out the barn
• 9:21
  I when Taryn came over and joined me as like
• 9:24
  you gotta quit pulling weeds in the driveway
• 9:26
  right especially
• 9:28
  especially
• 9:28
  when she was pregnant with her most recent kid
• 9:31
  but it's just having that niche and dialing down
• 9:34
  if you become the go to person
• 9:35
  for a specific property type
• 9:38
  that is absolutely the
• 9:39
  the key to success in that niche market
• 9:42
  she does videos about horses
• 9:44
  she rides horses she
• 9:45
  you know goes to horse show
• 9:47
  she does events based on the horse industry
• 9:50
  she runs happy hours and she is all horse all the time
• 9:54
  so what that does is give the outside a perspective of
• 9:58
  okay this is the person that I need even as an agent
• 10:02
  I you know
• 10:03
  people have a license as an agent
• 10:05
  and they're calling her
• 10:06
  or connecting her or bringing her in on the deal
• 10:10
  because she is the expert in that industry
• 10:13
  and she has supplanted herself in there
• 10:15
  so that is exactly how you have to go all in on a niche
• 10:19
  right does Terrance sell other properties
• 10:22
  very rarely
• 10:23
  do they not have a horse property involved on the buy
• 10:25
  or the sell and so that's
• 10:28
  that's an area where it's higher dollar properties
• 10:31
  and she's been able to build an entire business
• 10:33
  around a niche but if she's not all in
• 10:36
  if she's not full force into that
• 10:38
  and building that and
• 10:39
  bringing industry partners that she's going to need
• 10:42
  to help and tractor suppliers and all the things then
• 10:46
  you know that kind of slips away after all of this
• 10:49
  when you really step back and look at it
• 10:52
  the shift from just leads
• 10:54
  to genuine relationships is really where we need to go
• 10:58
  however you build a relationship
• 11:00
  whether it starts on social media
• 11:01
  in the DMS or in the comments
• 11:03
  or you're hosting events or you're
• 11:06
  you know doing first time home buyer seminars
• 11:08
  or you're providing industry partner
• 11:11
  you know
• 11:11
  happy hours or whatever you're doing to generate
• 11:16
  quote unquote leads
• 11:17
  forget about the leads
• 11:18
  forget about the data points that are just
• 11:20
  handed out to agent after agent
• 11:23
  and just start to build relationships
• 11:26
  and build relationships relentlessly
• 11:29
  be there to serve
• 11:30
  educate yourself on the market and you will find a way
• 11:34
  right and it breaks my heart that people are like
• 11:36
  oh I need leads
• 11:38
  I have to have people giving me data sets
• 11:42
  so that I can do this
• 11:44
  go out and generate real relationships
• 11:47
  and you will never have to pay for a lead in your life
• 11:50
  and that's exactly the point right
• 11:53
  a lead is a you get 1/3 of the pay or 1/2 of the pay
• 11:57
  then a self generated lead to view
• 11:59
  have to sell two homes of leads
• 12:02
  that you still have to work
• 12:03
  you still have to call you still have to nurture
• 12:05
  you still have to follow up with
• 12:06
  and you have to do two of those
• 12:09
  or you can just go out and build relationships
• 12:12
  find the right people engage other industry partners
• 12:15
  and build an entire business
• 12:16
  that way
• 12:17
  you're doing half the work for the same amount of pay
• 12:21
  as if you're out there
• 12:22
  trying to just grab leads in these data sets
• 12:24
  so get out there put yourself out there
• 12:27
  have conversations
• 12:29
  work your way into other people's networks
• 12:31
  if people that you're building relationships
• 12:33
  are not buying homes
• 12:34
  make sure they know that you can help their friends
• 12:37
  and that is the key to success
• 12:39
  but you have to do it consistently
• 12:41
  you can't disappear you can't
• 12:43
  you know do all the things right now
• 12:45
  it's absolutely
• 12:46
  but most importance that we're showing up
• 12:49
  we are the authority
• 12:50
  especially on all the confusion surrounding
• 12:52
  the commissions the market
• 12:54
  the high interest rates
• 12:55
  you have to understand that you have a special
• 12:58
  unique value to bring to your people
• 13:02
  how you do that
• 13:03
  will dictate your success and your failure
• 13:06
  so I hope that helps go get a win today
• 13:08
  like comment subscribe
• 13:10
  you'll see on the next one bye bye