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MAP 101: 10 Things Real Estate Agents Should Be Grateful For · Massive Agent Podcast

• 0:00
  SPEAKER_00: Happy Thanksgiving, guys.
• 0:01
  SPEAKER_00: On this episode of the Massive Agent Podcast, we're talking about the 10 things that real estate agents should be very, very grateful for this Thanksgiving.
• 0:10
  SPEAKER_00: I'm tired of all the negativity and the focus on the struggles, the issues that we have as an industry.
• 0:17
  SPEAKER_00: It's Thanksgiving.
• 0:18
  SPEAKER_00: Let's talk about all the amazing things we do have going for us.
• 0:21
  SPEAKER_00: Let's do that now.
• 0:24
  SPEAKER_01: The Massive Agent Podcast.
• 0:26
  SPEAKER_01: We lead generation different strategies to give you more leads and sell more homes.
• 0:32
  SPEAKER_00: I love to buy houses.
• 0:33
  SPEAKER_00: I like to sell houses.
• 0:37
  SPEAKER_01: Wait a minute.
• 0:38
  SPEAKER_01: Leads a week.
• 0:41
  SPEAKER_01: I've had better.
• 0:42
  SPEAKER_01: Oh.
• 0:43
  SPEAKER_01: Have I got your attention now?
• 0:46
  SPEAKER_01: Here's your host, Dustin Brohm.
• 0:49
  SPEAKER_00: What is up, everybody?
• 0:50
  SPEAKER_00: Welcome to this Thanksgiving edition of the Massive Agent Podcast, episode 101.
• 0:55
  SPEAKER_00: I am your host, Dustin Brohm.
• 0:57
  SPEAKER_00: I am so, so stoked to do this episode because it's well, i if you're listening today when the when the show came out, it's Thanksgiving in in the U.S., I almost said in the America.
• 1:09
  SPEAKER_00: In the America, it is Thanksgiving.
• 1:11
  SPEAKER_00: Canada had Thanksgiving a month or so ago.
• 1:13
  SPEAKER_00: And so this time of year, we should be giving thanks.
• 1:16
  SPEAKER_00: But, you know, looking in industry Facebook groups and just hearing the banter uh amongst agents, you'd think that we have the worst job, the worst profession imaginable, that no one can ever do any deals, that it's just and we're all gonna be out of business by next Friday afternoon.
• 1:34
  SPEAKER_00: It's just ridiculous.
• 1:36
  SPEAKER_00: And so this Thanksgiving, we're focusing on what you should be grateful for.
• 1:40
  SPEAKER_00: And I'm telling you, it doesn't just st like ten things is just the tip of the iceberg.
• 1:45
  SPEAKER_00: But we're gonna go over, we're gonna go over ten.
• 1:48
  SPEAKER_00: So, you know, let's try to keep this within a reasonable amount of time um and save some gratitude for another day.
• 1:54
  SPEAKER_00: Because we have as real estate agents, we have so much impact on the lives of others.
• 2:01
  SPEAKER_00: So much impact, for better or worse.
• 2:03
  SPEAKER_00: If you do a horrible job and you don't know what you're doing, you could actually have a negative impact on others, not good.
• 2:10
  SPEAKER_00: Uh but the the majority of you guys, if you're doing if you're doing good, if you're doing right by your clients, if you're taking care of them, if you know what the hell you're doing, you're improving communities and people's lives.
• 2:22
  SPEAKER_00: I mean, think about it.
• 2:23
  SPEAKER_00: What's more impactful on somebody's life and on who they become uh than where they live?
• 2:30
  SPEAKER_00: Think about it.
• 2:31
  SPEAKER_00: The people that they hang out with uh is is a direct correlation uh or a rather a direct result of where they live.
• 2:40
  SPEAKER_00: Like the neighborhood they live means that they get to know the people around them, they go to school uh with the people around them, they go visit the stores in the area around them, which, you know, is full of people who also live around them.
• 2:54
  SPEAKER_00: So the community they're in matters a great deal, for better or worse.
• 2:58
  SPEAKER_00: And we're facilitating that as agents.
• 3:00
  SPEAKER_00: Let's not take that lightly.
• 3:01
  SPEAKER_00: So, real quick, I'm going to go over the 10 that I'm gonna go over the list of 10.
• 3:07
  SPEAKER_00: All right, and then we're gonna break them down here in a second.
• 3:09
  SPEAKER_00: Uh, number one, flexibility of schedule.
• 3:12
  SPEAKER_00: Number two, the internet.
• 3:14
  SPEAKER_00: Let's be very, very grateful for the internet.
• 3:16
  SPEAKER_00: Number three, we control our success or failure.
• 3:19
  SPEAKER_00: Number four, endless technology tools available at any time.
• 3:24
  SPEAKER_00: Number five, no cap on income.
• 3:27
  SPEAKER_00: As agents, we have literally no cap on income except for the cap we put on ourselves.
• 3:33
  SPEAKER_00: Number six, the MLS.
• 3:35
  SPEAKER_00: The MLS model is amazing.
• 3:37
  SPEAKER_00: Thank God for it.
• 3:39
  SPEAKER_00: Number seven, we are always in demand and we'll always be in demand.
• 3:43
  SPEAKER_00: Number eight, there's a business model, a brokerage business model for everybody.
• 3:47
  SPEAKER_00: Flat fee, franchise, cloud-based, uh, you know, incentivized for attracting other agents, uh, just keeping the transactions as cheap as possible.
• 3:56
  SPEAKER_00: Whatever is important to you, you've got it and you can choose it.
• 4:00
  SPEAKER_00: Number nine, we get to choose the clients we work with.
• 4:03
  SPEAKER_00: Number ten, the difference between the best, the biggest and best.
• 4:07
  SPEAKER_00: And when I say best, I mean like how many deals they're closing, the the top ranked uh agents in your market, the difference is lead generation.
• 4:17
  SPEAKER_00: The only difference is your ability to get new clients in the door.
• 4:20
  SPEAKER_00: Marketing, lead generation.
• 4:22
  SPEAKER_00: So we're gonna go over that.
• 4:24
  SPEAKER_00: If you're new to the show, my name is Dustin Brohm, your host.
• 4:27
  SPEAKER_00: I'm an agent myself in Salt Lake City, Utah with EXP Realty, and I have been for just over nine years.
• 4:34
  SPEAKER_00: I am a national speaker, trainer, and real estate marketing coach.
• 4:37
  SPEAKER_00: I go speak at a lot of real estate conferences like Inman Connect and Housing Wires Engage and Agent 2021, and I've spoken at the California Association of Realtors Conference, and I have another one booked for May, another States Association in May, which is super exciting.
• 4:53
  SPEAKER_00: And I can't announce that yet, but it's in early May in the middle of the country, so I'm super stoked to be giving an opening keynote for that conference.
• 5:02
  SPEAKER_00: Um, but I I teach other agents how to get more deals, how to be a better agent, and how to get more deals to work on and how to how to sell more homes.
• 5:12
  SPEAKER_00: I'm the host of another podcast called Industry Connected.
• 5:15
  SPEAKER_00: You can find that wherever you're listening to this.
• 5:17
  SPEAKER_00: And I'm the co-founder of the Industry Syndicate, Real Estate's Media Network.
• 5:22
  SPEAKER_00: We this show is a proud founding member of the Industry Syndicate, and we actually have a free mobile app, a real estate podcasting mobile app, where you can discover the best shows in our industry for free and join the community and get exclusive content from the show hosts.
• 5:38
  SPEAKER_00: Just go to the App Store or Google Play and download the free industry syndicate app right now.
• 5:44
  SPEAKER_00: Um, before we get into the content here and we really dive into the 10 reasons or the 10 things you should be grateful for, I've got to give thanks to our sponsor for this episode, Easy Agent Pro.
• 5:57
  SPEAKER_00: These guys make such great websites, and they do it.
• 6:01
  SPEAKER_00: I think they should be charging a lot more, but let's hopefully they didn't hear that.
• 6:04
  SPEAKER_00: The value is just incredible for what they deliver, and they're constantly adding more to it and making changes and updating designs.
• 6:12
  SPEAKER_00: I mean, guys, let's be honest, how many real estate agent website companies out there actually update designs every now and then?
• 6:19
  SPEAKER_00: Like, or or how about et al.
• 6:21
  SPEAKER_00: Uh, the a lot of those like you know,$40 a month ones you get from your brokerage, especially the ones in Utah that every agent has, you know what I'm talking about?
• 6:30
  SPEAKER_00: PAW.
• 6:31
  SPEAKER_00: Uh, then you know that they don't ever update designs.
• 6:34
  SPEAKER_00: You're just stuck with uh with this old frickin' website that looks like it was made on GeoCities back in the 90s, back when I was in junior high, for God's sakes, uh, and I was making I was learning how to write HTML code, you know, like uh bracket B slash bracket thing, whatever, to do bold.
• 6:52
  SPEAKER_00: I learned how to bold with HTML.
• 6:54
  SPEAKER_00: I learned how to bold, I learned how to change text color, text size, I learned how to italicize.
• 7:01
  SPEAKER_00: So I'm a coder.
• 7:02
  SPEAKER_00: I'm a coder.
• 7:03
  SPEAKER_00: Anyways, a lot of these websites look like someone like me back in junior high made them.
• 7:09
  SPEAKER_00: You know what I'm talking about.
• 7:10
  SPEAKER_00: If you have here's why a website's so important it's social proof.
• 7:15
  SPEAKER_00: All right, so let's let's look at things from the eyes of the consumer for once, which is a very, very good habit to get in if you have any desire to do any deals and sell any homes.
• 7:27
  SPEAKER_00: You need to think about things from the eyes of the consumer because they are our customer.
• 7:31
  SPEAKER_00: So you are you're at a uh family, let's say you're at Thanksgiving with your family, and you're like, hey guys, we're actually thinking about selling our house and and moving to this other neighborhood across town.
• 7:42
  SPEAKER_00: Like, who should we use?
• 7:43
  SPEAKER_00: Have you do you know any other real estate agents we should use?
• 7:46
  SPEAKER_00: And so your brother-in-law, Jimmy, says, Oh, yeah, you should absolutely hire Susie.
• 7:50
  SPEAKER_00: Susie's the best agent ever.
• 7:52
  SPEAKER_00: So he's like, okay, cool.
• 7:54
  SPEAKER_00: You grab your phone, you you whip out your phone, you type in Suzy realtor, you know, and you start doing a little research on Suzy to see who is this person?
• 8:02
  SPEAKER_00: Who is this agent that was just recommended to me?
• 8:04
  SPEAKER_00: Well, if you can't find anything, not a good sign.
• 8:09
  SPEAKER_00: And even worse, even worse, you do find something on Suzy, but it's awful.
• 8:14
  SPEAKER_00: Okay, let's say you go to Suzy's website and it's one of these$40 a month ones that your brokerage provides, or a profile page on your brokerage's website, and it looks like crap, and you're like, remember, you're a seller.
• 8:27
  SPEAKER_00: Like, all you care about as a seller is how much is my home going to sell for, and who can market it in the best way to make it sell for more.
• 8:34
  SPEAKER_00: And so you see this agent's website and you're like, this is terrible.
• 8:38
  SPEAKER_00: It looks like it's from the 90s.
• 8:41
  SPEAKER_00: It looks this looks like it's from the 90s.
• 8:43
  SPEAKER_00: Uh, they're obviously like if their own website is this crappy or it or just doesn't work, like why would I hire them to sell my home?
• 8:53
  SPEAKER_00: They obviously don't know what they're doing.
• 8:54
  SPEAKER_00: They obviously can't even market themselves, let alone me.
• 8:57
  SPEAKER_00: That's why having a website's so important.
• 9:00
  SPEAKER_00: There's no one better than Easy Agent Pro.
• 9:02
  SPEAKER_00: For under$200 a month, you can get the best website out there for the value.
• 9:07
  SPEAKER_00: I've looked.
• 9:08
  SPEAKER_00: I've I've looked.
• 9:09
  SPEAKER_00: I've been with them for three and a half years.
• 9:11
  SPEAKER_00: I sought them out as a sponsor for the show because I love them.
• 9:15
  SPEAKER_00: Not the other way around.
• 9:17
  SPEAKER_00: Okay, they didn't seek me out and then I love them because they're a sponsor.
• 9:21
  SPEAKER_00: No, I asked them to be a sponsor over three years after I've been a customer of theirs.
• 9:27
  SPEAKER_00: So they are doing something special for you guys, Massive Agent Podcast listeners, till the end of November, which I know is just a couple more days.
• 9:34
  SPEAKER_00: You they are waiving the setup fee completely.
• 9:36
  SPEAKER_00: Uh you get a hundred dollar visa gift card at the at your third month.
• 9:40
  SPEAKER_00: As soon as you you hit your third month with your website, they send you a hundred dollar visa gift card.
• 9:45
  SPEAKER_00: That's awesome.
• 9:45
  SPEAKER_00: They never sent me one when I my third month.
• 9:48
  SPEAKER_00: The free pro designer package, which is like a concierge service during setup to help you design some things.
• 9:54
  SPEAKER_00: Uh it's a it's a it's an add-on, but you get that for free.
• 9:58
  SPEAKER_00: Then you also get the new Easy Agent Pro CRM that's tied into the back end of the website for free for 12 months, only for Massive Agent Podcast listeners.
• 10:07
  SPEAKER_00: You cannot get this deal anywhere else.
• 10:10
  SPEAKER_00: You have to get it here, and you have to apply the discount code Dustin at checkout in order to get it.
• 10:16
  SPEAKER_00: So uh go to EasyAgent Pro.com during checkout, just uh put in discount code Dustin, or you can do MassiveAgent Podcast.com slash EAP.
• 10:26
  SPEAKER_00: Just make sure that discount code Dustin is applied at checkout to get those things.
• 10:31
  SPEAKER_00: Thank you, Easy Agent Pro.
• 10:32
  SPEAKER_00: Guys, go get it.
• 10:33
  SPEAKER_00: Go get an EAP website.
• 10:35
  SPEAKER_00: If you've been thinking about it, here's the Christmas gift to yourself.
• 10:38
  SPEAKER_00: And for God's sakes, it's it there's almost nothing more important than how you show up online.
• 10:44
  SPEAKER_00: All right, let's jump into oh, oh no.
• 10:47
  SPEAKER_00: Speaking of uh, sorry, one last thing.
• 10:50
  SPEAKER_00: I'm I'm gonna talk more at the end of the show today about this, but for you guys who have been waiting to join the Massive Agent Society, I have a Black Friday special for you.
• 10:59
  SPEAKER_00: I wasn't gonna do this, but I saw some other people doing Black Friday stuff, and I'm like, well, that's kind of cool.
• 11:03
  SPEAKER_00: I have something to offer.
• 11:04
  SPEAKER_00: I went in on that.
• 11:06
  SPEAKER_00: So we are offering$100 off your first month of Massive Agent Society membership from today until December 5th.
• 11:14
  SPEAKER_00: So December 5th, 2019 is when this expires.
• 11:17
  SPEAKER_00: You need to apply the discount code BLACK 19.
• 11:20
  SPEAKER_00: Black 19 at disc uh at checkout.
• 11:24
  SPEAKER_00: If you are becoming a Massive Agent Society member, if your market is still available.
• 11:28
  SPEAKER_00: And if you're just hearing this for the first time, you don't know what the hell that is.
• 11:30
  SPEAKER_00: I'll explain it at the end of the show.
• 11:32
  SPEAKER_00: But for you guys who have been listening, now's your chance.
• 11:35
  SPEAKER_00: Black Friday,$100 off your first month, uh, Black 19, and go get it.
• 11:41
  SPEAKER_00: Go get it if your market's available, because someone else in your market might, and then that sucks for you.
• 11:46
  SPEAKER_00: All right, guys, let's talk about the what you should be grateful for as an agent.
• 11:50
  SPEAKER_00: I'm just so over this, just the negative it's like Eeyore has taken over our industry.
• 11:59
  SPEAKER_00: Honest to God.
• 12:00
  SPEAKER_00: It's like Eeyore is just like the the spirit of Eeyore is alive and well with with our fellow agents, and it's unfortunate because we have so much, so many amazing things to be grateful for.
• 12:10
  SPEAKER_00: The first one, flexibility of schedule.
• 12:13
  SPEAKER_00: How many of us take this for granted?
• 12:15
  SPEAKER_00: Look, we call our own shots.
• 12:18
  SPEAKER_00: And I understand some agents actually work more of a job and they have certain hours and duties that they must follow.
• 12:24
  SPEAKER_00: I get that.
• 12:25
  SPEAKER_00: But for the vast majority of realtors, we got into this so that we could call our own shots, set our own schedule, do our own thing whenever the hell we want.
• 12:33
  SPEAKER_00: So we control our schedule.
• 12:35
  SPEAKER_00: How great is that?
• 12:37
  SPEAKER_00: So earlier today, uh, I went and, you know, I took two hours off to go to my son's kindergarten Thanksgiving play.
• 12:45
  SPEAKER_00: Like, if I was an employee, I wouldn't be able to do that unless I used paid time off, or you know, maybe my boss was nice and let me go for a couple hours.
• 12:53
  SPEAKER_00: I didn't have to ask a frickin' soul.
• 12:56
  SPEAKER_00: I'm the boss.
• 12:57
  SPEAKER_00: I set my own schedule.
• 12:58
  SPEAKER_00: So I just said, hmm, I'm just not gonna work during these two hours, or maybe I d maybe I just want to work an hour today, or 20 hours tomorrow, or whatever the hell.
• 13:07
  SPEAKER_00: I can work from my basement office, I can work from Starbucks, I can go to wherever, and I often go get a change of scenery, which helps helps my mindset, helps me kind of um clear my mind and and revisit ideas and things that I'm working on with a fresh mind and fresh eyes.
• 13:23
  SPEAKER_00: Change of scenery is huge, but I can do that whenever I feel like it.
• 13:27
  SPEAKER_00: Guys, if you if you are just thinking, oh, this industry's so hard, this is just so tough, being an agent sucks so bad, and you're thinking that while at your son's um like at their school play, uh take a step back.
• 13:42
  SPEAKER_00: You're at your son's play when other parents are are at work because they don't have a choice.
• 13:46
  SPEAKER_00: That's a very, very big deal.
• 13:48
  SPEAKER_00: So flexibility of schedule is awesome.
• 13:50
  SPEAKER_00: You can take vacation whenever the hell you want, you can work from wherever.
• 13:54
  SPEAKER_00: And let's be honest, anywhere you have an iPhone in your hand, it's your office.
• 13:58
  SPEAKER_00: It's really all you need.
• 13:59
  SPEAKER_00: Sometimes a laptop is more convenient, depending on what you're working on.
• 14:03
  SPEAKER_00: And if you're doing like web design, you know, stuff and you're really busting it out, you want a keyboard.
• 14:08
  SPEAKER_00: I get it.
• 14:09
  SPEAKER_00: You can do that from anywhere, guys.
• 14:11
  SPEAKER_00: So we have the flexibility.
• 14:13
  SPEAKER_00: Be grateful for our flexibility of schedule.
• 14:16
  SPEAKER_00: That's huge.
• 14:17
  SPEAKER_00: Number two, the internet.
• 14:20
  SPEAKER_00: Could you I can't even imagine doing this, doing this business back before the internet, back when they had a book, you know, the book of listings.
• 14:29
  SPEAKER_00: Like, okay, so let's say you wanted to update the description on your listing.
• 14:33
  SPEAKER_00: Right now you just log into the MLS, blip-ba-boom, you know, update the description, save, boom, done.
• 14:39
  SPEAKER_00: That's it.
• 14:40
  SPEAKER_00: Could you imagine if every time you had to adjust uh like a price change, whenever you had to reduce a price or like change the description, you had to print out the physical listing that's updated and make sure every office in town had that updated physical listing and it went in their little binder.
• 15:01
  SPEAKER_00: I can't even imagine that.
• 15:02
  SPEAKER_00: That's so ridiculous.
• 15:04
  SPEAKER_00: We we have it so good with the internet, and not just with with managing listings and getting our listings out there to the public, but how we attract business, guys.
• 15:13
  SPEAKER_00: Everything we talk about on the show for the most part is it involves the internet somehow.
• 15:19
  SPEAKER_00: Now, sure, you can do some traditional local marketing and advertising stuff that still works, for sure, but the vast majority of it's digital and you need the internet, and we couldn't do any of this stuff.
• 15:32
  SPEAKER_00: Imagine if the only way to really get your name out there was to go knock doors or print flyers or mailers or sponsor you know, put a banner up in the high school baseball outfield, like billboards, bus benches.
• 15:48
  SPEAKER_00: If that was all we had, that sucks.
• 15:51
  SPEAKER_00: We have it so good with social media, and we can get so much exposure, so much exposure to our brand and what we're offering for free if you just do it right.
• 16:03
  SPEAKER_00: If you do it effectively and do it right, be grateful for the interw.
• 16:07
  SPEAKER_00: It's a very, very big deal, guys.
• 16:09
  SPEAKER_00: Number three, we control our success and failure.
• 16:13
  SPEAKER_00: That's amazing.
• 16:14
  SPEAKER_00: If you're sitting there right now and you're like, oh man, I'm just I'm struggling.
• 16:17
  SPEAKER_00: I don't know if I'm gonna be able to make it another six months in this business.
• 16:20
  SPEAKER_00: I might have to go get a job.
• 16:22
  SPEAKER_00: If you if you feel like you're failing, congratulations.
• 16:25
  SPEAKER_00: Okay, hear me out.
• 16:27
  SPEAKER_00: Congratulations.
• 16:28
  SPEAKER_00: You got yourself into that hole, which means you can get yourself out of it.
• 16:33
  SPEAKER_00: You just have to do different things.
• 16:35
  SPEAKER_00: You have to do different things.
• 16:37
  SPEAKER_00: Do the things that wildly successful agents are doing and you will get similar results.
• 16:43
  SPEAKER_00: It's real simple stuff.
• 16:44
  SPEAKER_00: It's simple, it's not easy.
• 16:46
  SPEAKER_00: Simple concepts.
• 16:47
  SPEAKER_00: So we control that.
• 16:49
  SPEAKER_00: Whether you're you're succeeding at a very high level and having your best year ever and knocking your goals, just blowing blowing your goals out the door, congratulations.
• 16:58
  SPEAKER_00: That's 100% on you.
• 16:59
  SPEAKER_00: If if you have if you're starving to death, if you're struggling, if you're feel like you're failing, that's also on you.
• 17:06
  SPEAKER_00: But that's so empowering once you really wrap your head around that because you can change it.
• 17:11
  SPEAKER_00: You can just start like if you've if if you know you wanted to do certain things, if you've been planning to do certain things and you just haven't, you've been procrastinating for whatever reason, you can start doing those things and it's gonna make a significant impact on your business.
• 17:25
  SPEAKER_00: If you if you keep telling yourself, I'm gonna learn Facebook advertising, I'm gonna become a master at getting my own leads rather than paying Zillow or some other frickin' company.
• 17:34
  SPEAKER_00: But you just haven't done it yet, frickin' do it.
• 17:38
  SPEAKER_00: Start doing it, and you're gonna start getting the results.
• 17:40
  SPEAKER_00: It just takes some time, takes some money, takes some commitment, you can do it.
• 17:44
  SPEAKER_00: It's 100% on you.
• 17:46
  SPEAKER_00: How many people out there who are employees or they're not solopreneurs, they're not entrepreneurs, they they can't fully rely on themselves for success or failure.
• 17:58
  SPEAKER_00: Okay, sometimes they're doing everything right, but their boss makes a dumb move and the company goes out of business, or the company has a horrible quarter and people get laid off because of something that's totally out of your hands as an employee.
• 18:10
  SPEAKER_00: We don't have that.
• 18:11
  SPEAKER_00: Okay, if if we go sit down for a listing presentation and focus on what the seller wants and needs and really deliver it in a way that is is authentic and honest and authoritative and we're likable, we're gonna get the listing.
• 18:28
  SPEAKER_00: Okay, we control that.
• 18:30
  SPEAKER_00: On the flip side, if you show up and you're still hungover from from last night, or you all you want to focus on is your your brokerage's 60-year history and uh blah, blah, blah, blah, blah, and you don't really talk to the seller and what's important to them, how much they're gonna actually net, and how much how uh how much stress you're gonna take off their shoulders, that's all they care about.
• 18:50
  SPEAKER_00: If you focus on other shit, you're not gonna get the listing.
• 18:54
  SPEAKER_00: That's on you.
• 18:55
  SPEAKER_00: That's on you, either way.
• 18:56
  SPEAKER_00: That is amazing.
• 18:58
  SPEAKER_00: So, guys, embrace that.
• 19:00
  SPEAKER_00: And once you fully internalize the fact that you control your success or failure, that's when you can really start to write the ship.
• 19:09
  SPEAKER_00: That's when you can turn the corner and really start doing well if you take action on the stuff you know you should be doing.
• 19:15
  SPEAKER_00: It's so simple, but it's hard.
• 19:20
  SPEAKER_00: It's hard to do consistently.
• 19:23
  SPEAKER_00: That's why not everybody can do it.
• 19:25
  SPEAKER_00: You start doing those things, which you control, awesome.
• 19:29
  SPEAKER_00: Number four, we have endless technology available.
• 19:33
  SPEAKER_00: There's so many technology tools, there's so many uh so many programs, there's so many platforms, devices, you name it.
• 19:42
  SPEAKER_00: Like Matterport, 3D cameras, like virtual reality, um, you know, you can do 360 Facebook Lives, Facebook Live 360s uh of open houses and like it's just nuts.
• 19:54
  SPEAKER_00: You could do like Facebook ads are incredible.
• 19:57
  SPEAKER_00: You can pick the audience that you want to see your your ad and put it in front of only those people, and then you're not paying for a bunch of randoms to see it.
• 20:06
  SPEAKER_00: That's a huge deal.
• 20:08
  SPEAKER_00: Uh you can I mean we've already talked about social media a little bit, but you could just by putting videos out there where you're showing what's going on in your town, or you do a podcast talking about what's going on in your town and what what are the fun things to do, and just you know, be the resource by putting that stuff out there, which doesn't cost much money.
• 20:28
  SPEAKER_00: It really doesn't, especially a podcast.
• 20:30
  SPEAKER_00: Like you might be into it, you know, 20 to 100 bucks a month, depending on if you have somebody edit your stuff or not.
• 20:36
  SPEAKER_00: Like it's nothing.
• 20:38
  SPEAKER_00: And and you can grow a massive business and a massive audience and become a local influencer and a trusted authority in your local area because of the the tech that's available for free.
• 20:51
  SPEAKER_00: Like it's it's just incredible.
• 20:54
  SPEAKER_00: And I know there's a lot of noise out there.
• 20:56
  SPEAKER_00: I know that we're we're almost to the point where there's too many choices.
• 20:59
  SPEAKER_00: Uh that like, oh, which do I do the Massive Agent Society, or do I do this program or this one, or do I do I have someone do my ads for me, or do I do them myself, or do I do LinkedIn or TikTok or Facebook or Snapchat, and you get all you know crazy about it, I get it.
• 21:15
  SPEAKER_00: It's overwhelming.
• 21:16
  SPEAKER_00: It can be.
• 21:17
  SPEAKER_00: That's why you you need to know what you're trying to do and focus on what's the best path to get there.
• 21:23
  SPEAKER_00: But having too many options is a good thing that if you just focus and and really dial in on what it is your goal is and what you want to happen and who your ideal customer or client is, you can start uh eliminating the noise.
• 21:40
  SPEAKER_00: You just tune it out because it's it becomes irrelevant and you don't even hear it anymore.
• 21:44
  SPEAKER_00: So, so many amazing uh tools, technology, platforms, even iBuyers.
• 21:50
  SPEAKER_00: You've heard some of some of the previous shows we've done.
• 21:53
  SPEAKER_00: Industry Connected, episode 22 that we did with with Nima from Open Door, and then uh Kevin Kaufman on On this show, talking about iBuyers and how you can use them to your advantage as an agent.
• 22:05
  SPEAKER_00: If you if you're still rolling your eyes at that concept, you're wrong here.
• 22:11
  SPEAKER_00: You just are.
• 22:12
  SPEAKER_00: Okay.
• 22:13
  SPEAKER_00: The just because you might despise a competitor doesn't mean that they're going to go away.
• 22:18
  SPEAKER_00: It doesn't mean that they're not going to gain market share.
• 22:21
  SPEAKER_00: But you can embrace these technologies and these tools and these new business models and use them to your advantage with an open mind, with an open mind and some intellectual honesty.
• 22:33
  SPEAKER_00: So, uh number five, we have no cap on our income because it's 100% commission-based, which is awesome.
• 22:41
  SPEAKER_00: It's also, if you're struggling, it also sucks.
• 22:44
  SPEAKER_00: But the only limit to our income is the limit we put on it.
• 22:49
  SPEAKER_00: Okay.
• 22:49
  SPEAKER_00: There's only 24 hours in the day.
• 22:51
  SPEAKER_00: So there's only so many buyers you can show homes to and offers you can make.
• 22:56
  SPEAKER_00: There's only so many listings you can manage yourself.
• 22:58
  SPEAKER_00: But once you can hire out some things and get a virtual assistant, get a transaction coordinator, get a buyer's agent, get a listing specialist, once you can uh scale and start leveraging other people's time to grow your business, there's no limit to how much income you can make.
• 23:15
  SPEAKER_00: Especially when you start factoring in uh potential uh like additional revenue streams.
• 23:21
  SPEAKER_00: You know, if you if you're a real estate investor and you have rental income as a landlord, uh maybe you flip homes that you come across every once in a while and you flip homes and you have some income there.
• 23:31
  SPEAKER_00: Maybe you're you're given company stock uh in in the brokerage you're with, like my brokerage, EXP, we we get company stock just by accomplishing certain things, basically by doing what we're doing anyways as agents.
• 23:43
  SPEAKER_00: And so you can accumulate wealth that way over the long term.
• 23:47
  SPEAKER_00: There's if you're with a brokerage that incentivizes attracting other agents to the brokerage, you could take advantage of that.
• 23:53
  SPEAKER_00: So or you could grow a residual income each month.
• 23:57
  SPEAKER_00: There's there's other businesses you can start.
• 23:59
  SPEAKER_00: Okay.
• 24:00
  SPEAKER_00: You could, if you have a great website, Easy Agent Pro, shout out.
• 24:04
  SPEAKER_00: If you have a great website and you get traffic and attention, or maybe you have a local podcast, a local show, and people watch, you can get sponsors for that show.
• 24:13
  SPEAKER_00: You can have companies advertise on that show, and you can have a revenue stream from those.
• 24:20
  SPEAKER_00: There's so many different things you can do, and so there's no cap on our income.
• 24:24
  SPEAKER_00: If you worked for a Fortune 500 company, is there a cap on your income?
• 24:29
  SPEAKER_00: Of course.
• 24:30
  SPEAKER_00: Because you're either getting salary or you're getting paid hourly, and then there's only so much time you can work, there's only 24 hours in the day, and then you're capped.
• 24:40
  SPEAKER_00: Even if you worked every hour of every day for years, you're capped.
• 24:46
  SPEAKER_00: So being in a commission-based industry is amazing.
• 24:49
  SPEAKER_00: There's no cap.
• 24:50
  SPEAKER_00: And you have to think outside the box and take advantage of other opportunities when they're sitting right in front of your face.
• 24:56
  SPEAKER_00: Don't be so damn stubborn.
• 24:58
  SPEAKER_00: Don't be so damn uh set in your ways that you miss out on a potential opportunity that that's complementary to what you're doing.
• 25:06
  SPEAKER_00: The MLS, number six, the MLS.
• 25:09
  SPEAKER_00: How awesome is it that all the all the listings are in one place?
• 25:13
  SPEAKER_00: We kind of talked about this with the internet, where you know, if you if you have to change the price on your listing, you just log into the MLS and boop boop boop.
• 25:21
  SPEAKER_00: But imagine if there was no MLS and if you had a buyer you're working with and you had to go find homes for them and you had to look on like you know 3,000 different sources.
• 25:32
  SPEAKER_00: That'd be awful.
• 25:33
  SPEAKER_00: So the MLS model is amazing.
• 25:35
  SPEAKER_00: There's one central location where 95% plus of the listings are all in one place, and you pay what$40,$50 a month for that?
• 25:45
  SPEAKER_00: That's incredible.
• 25:46
  SPEAKER_00: In in Utah, with uh the Wasatch Front MLS, that's the biggest MLS in Utah, our dues are$40 a month.
• 25:55
  SPEAKER_00: It's amazing, and and people still bitch about that.
• 25:59
  SPEAKER_00: $40 a month, and you get everything all in one place.
• 26:02
  SPEAKER_00: It's it's just incredible what we take for granted.
• 26:04
  SPEAKER_00: And I'm guilty of this just like just like you.
• 26:07
  SPEAKER_00: I before I started putting this list, this gratitude list together, the MLS is one of those things I took for granted because it, you know, that's just the way it's been.
• 26:16
  SPEAKER_00: I haven't been an agent for for 40 years.
• 26:19
  SPEAKER_00: I don't know what it was like without an MLS.
• 26:21
  SPEAKER_00: I have no idea how old MLSs are, so whatever.
• 26:24
  SPEAKER_00: But you know, in the nine years I've been an agent, it's just always been that way, so I take it for granted.
• 26:28
  SPEAKER_00: But imagine if we didn't have the MLS.
• 26:31
  SPEAKER_00: Be grateful for the MLS.
• 26:33
  SPEAKER_00: It makes our jobs and it makes our jobs so much easier, and it makes uh life so much easier for the consumer.
• 26:41
  SPEAKER_00: All the listings are in one place.
• 26:43
  SPEAKER_00: Virtually all listings for the most part.
• 26:44
  SPEAKER_00: They're all in one place.
• 26:46
  SPEAKER_00: So easy.
• 26:48
  SPEAKER_00: Number seven, we as real estate agents are always in demand.
• 26:52
  SPEAKER_00: We're always going to be in demand, guys.
• 26:54
  SPEAKER_00: Now, the the demand will increase and decrease and ebb and flow for sure, and there's lots of different factors that affect our demand.
• 27:03
  SPEAKER_00: But as long as people are moving, as long as people change where they live, they will need a professional to guide them through that process.
• 27:13
  SPEAKER_00: Okay, no app is gonna replace that.
• 27:16
  SPEAKER_00: An app can streamline things, blockchain can streamline things and make it cheaper and quicker, for sure, and eliminate red tape and eliminate nonsense.
• 27:25
  SPEAKER_00: But what happens, like here's what cannot be replaced.
• 27:30
  SPEAKER_00: Here's what cannot be disrupted away.
• 27:32
  SPEAKER_00: Okay, let's say a buyer they close on a house and uh well let's let's make it super easy.
• 27:38
  SPEAKER_00: A buyer is is buying the house across the street.
• 27:41
  SPEAKER_00: So they don't even have to move far.
• 27:43
  SPEAKER_00: But they close on the house and they walk across the street with their keys, they they carry their spouse across the threshold, super cute, and you take a picture and you put it on social media as you should.
• 27:52
  SPEAKER_00: Hopefully you didn't put one of those damn keys in their hand that says, I love my realtor, or some self-serving shit like that.
• 27:59
  SPEAKER_00: Oh, can't stand that.
• 28:00
  SPEAKER_00: But anyways, you you've done the social media thing, boom, they're in the house, and they're like, What the hell?
• 28:06
  SPEAKER_00: The seller left all sorts of shit.
• 28:08
  SPEAKER_00: The seller didn't clear out their crap, and it's just full of crap.
• 28:12
  SPEAKER_00: Now what?
• 28:13
  SPEAKER_00: Are you gonna be able to push a button and have the house emptied?
• 28:16
  SPEAKER_00: No.
• 28:17
  SPEAKER_00: Your agent needs to fix it.
• 28:19
  SPEAKER_00: Okay, this your agent needs to figure out how to get all that crap out of there and figure out the recourse for that and who takes care of it and get it out so that the buyers can move in.
• 28:31
  SPEAKER_00: Like, that's just one scenario.
• 28:32
  SPEAKER_00: What what about uh appraisals that come in low?
• 28:35
  SPEAKER_00: What about um difficult inspections?
• 28:38
  SPEAKER_00: Like, there's always a demand, and it's not it's not opening doors.
• 28:42
  SPEAKER_00: People can find homes online.
• 28:45
  SPEAKER_00: They don't need us to find homes.
• 28:47
  SPEAKER_00: They don't.
• 28:48
  SPEAKER_00: They don't need us to find homes.
• 28:50
  SPEAKER_00: They need us for literally everything else.
• 28:52
  SPEAKER_00: Okay, they could they could find the home.
• 28:54
  SPEAKER_00: Uh, you know, I I think half the time now, maybe even less than half the time, I even find the home for for my clients.
• 29:00
  SPEAKER_00: Like usually now they're finding it, but they like that.
• 29:03
  SPEAKER_00: That empowers them.
• 29:05
  SPEAKER_00: They enjoy looking and being like, hey, let's go see this.
• 29:08
  SPEAKER_00: We like these homes.
• 29:09
  SPEAKER_00: Of course, I, you know, I'll find I'll send them a list and stuff too, based on what they've told me they want.
• 29:14
  SPEAKER_00: But but it's okay that that's not our value.
• 29:17
  SPEAKER_00: Our value is everything else.
• 29:19
  SPEAKER_00: How to make the offer, how to win in a uh bidding war, how to, you know, make it a win-win if you need a little extra time, or maybe you have to sell your place first, or maybe you want a lease back, or maybe you want you know, closings delayed and it, you know, all these issues, that's the value of an agent.
• 29:36
  SPEAKER_00: So there's always gonna be demand to navigate.
• 29:39
  SPEAKER_00: We will always be in demand to help people navigate the crazy process that is buying and selling homes.
• 29:45
  SPEAKER_00: Don't forget that.
• 29:47
  SPEAKER_00: Okay, and there's so much abundance out there.
• 29:49
  SPEAKER_00: If you have the mindset that um that opendour or Zillow or whoever the hell, Amazon even is gonna come and put us all out of business, you're deli you're you're just not thinking it through.
• 30:00
  SPEAKER_00: They could take a big market, uh, a big uh wow.
• 30:06
  SPEAKER_00: You'd think I had already eaten the Thanksgiving dinner.
• 30:08
  SPEAKER_00: Um tryptophan.
• 30:11
  SPEAKER_00: No company is gonna take it all, right?
• 30:13
  SPEAKER_00: They're gonna take a chunk, but they're still the people that want their handheld and need their handheld.
• 30:19
  SPEAKER_00: And look, go up to uh someplace overlooking your town, climb the water tower, uh, go go drive up the hill and look over your town and and just try counting all the roofs, all the rooftops, and and then realize every time one sells, there's two sides to every transaction.
• 30:37
  SPEAKER_00: I don't care what time of year it is, title companies are closing deals, or real estate attorneys if you're in one of those states.
• 30:43
  SPEAKER_00: They're closing deals.
• 30:45
  SPEAKER_00: Okay, get that mindset out of your mind.
• 30:49
  SPEAKER_00: Yeah, get that mindset out of your mind.
• 30:51
  SPEAKER_00: There's so much abundance, and we're always gonna be in demand.
• 30:55
  SPEAKER_00: Act accordingly.
• 30:56
  SPEAKER_00: Just go find the deals.
• 30:58
  SPEAKER_00: Go go get in front of the consumers in the most effective way.
• 31:02
  SPEAKER_00: Over time, it snowballs in a positive direction.
• 31:04
  SPEAKER_00: More and more people get to know you, and you've given them time to work, work it to where now it's their timing, the timing's right for them, and you're gonna close a hell of a lot of transactions.
• 31:15
  SPEAKER_00: Number eight, a business model for everyone, brokerages.
• 31:19
  SPEAKER_00: If you if you just want the cheapest transaction possible, awesome.
• 31:23
  SPEAKER_00: There's flat-free brokerages where you can pay three, four, five hundred dollars per deal, and that's it.
• 31:28
  SPEAKER_00: Awesome.
• 31:29
  SPEAKER_00: If that's important to you, there's something for you.
• 31:32
  SPEAKER_00: If you want to own a franchise, if you want to buy into a franchise and have a franchise real estate branch, you could do that.
• 31:39
  SPEAKER_00: There's a bunch of the traditional brokerages where you could buy into a franchise.
• 31:43
  SPEAKER_00: Awesome.
• 31:44
  SPEAKER_00: Do that.
• 31:44
  SPEAKER_00: If you just want to be completely left alone, then there's a brokerage that will leave you alone.
• 31:49
  SPEAKER_00: And so you can do your own thing.
• 31:51
  SPEAKER_00: If you want to build a team, if you want to build your own brand and focus it, focus on the brand and not the brokerage, there's plenty of brokerages out there that do that.
• 31:59
  SPEAKER_00: You just have to you have to know what's important to you and then get it.
• 32:03
  SPEAKER_00: If you want the ability to earn residual income by helping to bring new people to your brokerage, find a brokerage that does that.
• 32:10
  SPEAKER_00: That's why I'm with EXP.
• 32:12
  SPEAKER_00: The ability to earn multiple revenue streams doing what I'm already doing, anyways, was such a no-brainer for me once I saw EXP.
• 32:21
  SPEAKER_00: And the fact that pretty much everyone's paying more in fees and and to close transactions than EXP.
• 32:28
  SPEAKER_00: So it was such a no-brainer.
• 32:30
  SPEAKER_00: And I'm like, I'll do this.
• 32:31
  SPEAKER_00: But I had to actually like do it.
• 32:34
  SPEAKER_00: I had to actually be like, screw it, there's never a perfect time to switch.
• 32:38
  SPEAKER_00: I'm just gonna do it now.
• 32:39
  SPEAKER_00: There's never a perfect time to switch.
• 32:42
  SPEAKER_00: There's never a perfect time.
• 32:43
  SPEAKER_00: So there's a business model for everybody.
• 32:45
  SPEAKER_00: Know what you want, know what's important to you, know what you don't really care about, and then make sure you're in the right place.
• 32:52
  SPEAKER_00: Okay, you can go wherever you want.
• 32:54
  SPEAKER_00: There's literally nobody tying you down in a shitty situation.
• 32:58
  SPEAKER_00: Nobody other than you.
• 33:00
  SPEAKER_00: Okay, no broker can make you stay in a certain place.
• 33:03
  SPEAKER_00: They can't.
• 33:05
  SPEAKER_00: They just can't.
• 33:06
  SPEAKER_00: And look, if you're if you're in a situation where you're being stifled or you're being your creativity is being inhibited or prohibited, whatever, um, you're not you're not allowed to grow your own personal brand, or they poo-poo you doing a podcast or content marketing or whatever, you're not in the right place.
• 33:25
  SPEAKER_00: You're just not.
• 33:26
  SPEAKER_00: So go somewhere where they're going to encourage you and give you tools and support.
• 33:31
  SPEAKER_00: You need to be with like-minded people to help you grow.
• 33:35
  SPEAKER_00: You need to grow if you want to sell more homes.
• 33:38
  SPEAKER_00: You just have to.
• 33:39
  SPEAKER_00: If you're not growing, you're moving backwards.
• 33:42
  SPEAKER_00: So if you're in a most agents are in a situation that they just tolerate.
• 33:47
  SPEAKER_00: Okay, you may think, oh, this is pretty good.
• 33:49
  SPEAKER_00: Like, I'm not even tolerating it.
• 33:51
  SPEAKER_00: This is good.
• 33:51
  SPEAKER_00: Like, I'm only paying$500 per transaction.
• 33:54
  SPEAKER_00: This is great.
• 33:54
  SPEAKER_00: Well, you could be missing out on a hell of a lot more because you're just you're settling.
• 34:00
  SPEAKER_00: Don't settle.
• 34:02
  SPEAKER_00: And and when an opportunity is out there, go freaking take advantage.
• 34:06
  SPEAKER_00: Go take advantage.
• 34:08
  SPEAKER_00: Number nine, we get to choose who we work with as agents.
• 34:12
  SPEAKER_00: One of the best pieces of advice I ever got was from my mentor, my first year or so in the business, who said, the sometimes the best client is the one that you never work with.
• 34:23
  SPEAKER_00: It's amazing.
• 34:25
  SPEAKER_00: Sometimes the best client is the one you never work with.
• 34:27
  SPEAKER_00: And if you've ever had a nightmare client that sucks a bunch of your time and your and your mental energy, you know exactly what I'm talking about.
• 34:34
  SPEAKER_00: You would have loved to just be rid of them, to just say see ya, and your life would be so much easier and better, and you'd be happier and have more time to service other clients.
• 34:45
  SPEAKER_00: So sometimes just saying no is is awesome.
• 34:48
  SPEAKER_00: Like sometimes, well, most times, like if you're if you are a dental assistant and you're oh well, I'm I'm here comes a crazy analogy.
• 34:59
  SPEAKER_00: You're a dental assistant.
• 35:00
  SPEAKER_00: You can't choose whether or not uh you work on somebody you clean somebody's teeth.
• 35:05
  SPEAKER_00: Okay, they come in, and the this dude shows up, he just had three cups of coffee, his breath smells like literal actual poo, and he's huffing and puffing and breathing in your face.
• 35:15
  SPEAKER_00: You can't be like, oh, you know what, not feeling it, I'm not gonna work with this one.
• 35:18
  SPEAKER_00: Client, you're fired.
• 35:20
  SPEAKER_00: You can't do that as a dental assistant or as a in a like, I don't know what a you know.
• 35:26
  SPEAKER_00: Insert insert other profession here.
• 35:28
  SPEAKER_00: You can't do that.
• 35:29
  SPEAKER_00: Okay, you're stuck, uh you're stuck cleaning the teeth of the poo breath-smelling dude.
• 35:35
  SPEAKER_00: Okay, there's no other uh morning coffee does it to you.
• 35:38
  SPEAKER_00: Let's be honest.
• 35:39
  SPEAKER_00: Morning coffee does it, got a brush, gotta have the trident white.
• 35:43
  SPEAKER_00: Anyways, that turns south.
• 35:45
  SPEAKER_00: But you know what I'm saying?
• 35:47
  SPEAKER_00: We can fire clients, we can refuse to work with clients.
• 35:52
  SPEAKER_00: So here's the thing it can actually turn out to be a win-win.
• 35:55
  SPEAKER_00: If you have somebody who you think you don't have a choice but to work with them, or you're like, oh, I need the I need the commission check or whatever, you you really don't.
• 36:04
  SPEAKER_00: Because sometimes if you get into one of those scenarios where you have a very needy client, maybe they're rude, maybe they're verbally abusive, maybe they're kind of scary and creepy, and and you you worry about your personal safety.
• 36:18
  SPEAKER_00: Like there's all sorts of reasons why it's not okay sometimes to be with certain clients uh when if you just let them go and said, Hey, you know what?
• 36:27
  SPEAKER_00: I just based on your needs, I'm not the best agent for you, but let's let me help find one who is.
• 36:32
  SPEAKER_00: Now, if you're working with Ted Bundy or you know, Chester the Molester, don't freaking refer them to a colleague.
• 36:40
  SPEAKER_00: Okay, just let them go, like just see ya.
• 36:43
  SPEAKER_00: But if it's somebody who maybe they're just more analytical and you're completely laid back in the opposite, and you're just not a good fit personality-wise or style-wise, uh help them find someone.
• 36:54
  SPEAKER_00: Say, hey, hey, you know what?
• 36:56
  SPEAKER_00: I'm not the best agent for you, but uh Johnny over here, he's a great agent.
• 37:00
  SPEAKER_00: He's been doing it for this long.
• 37:01
  SPEAKER_00: He's he's one of our one of the you know the most trusted agents in town.
• 37:05
  SPEAKER_00: Let me introduce you to him.
• 37:06
  SPEAKER_00: I think his personality would be better suited for you.
• 37:09
  SPEAKER_00: Okay, you're gonna help Johnny get another deal, you're gonna get a referral out of it, and the consumer is better served.
• 37:16
  SPEAKER_00: And now your time is freed up to go work with more clients.
• 37:19
  SPEAKER_00: Your time's now freed up to go work with more people who are in line with who you want to work with.
• 37:25
  SPEAKER_00: That's a very, very big deal.
• 37:27
  SPEAKER_00: Don't ever forget that you have veto power.
• 37:29
  SPEAKER_00: You do not have to work with a client unless you want to.
• 37:32
  SPEAKER_00: You just have to have enough courage.
• 37:34
  SPEAKER_00: You have to put on your big boy pants and and say, you know what, I'm not the one for you.
• 37:40
  SPEAKER_00: Let me help you find somebody else.
• 37:42
  SPEAKER_00: And then refer them out.
• 37:44
  SPEAKER_00: Refer them out.
• 37:46
  SPEAKER_00: I had one nightmare client in my career, just one, and it was enough for me to realize, wow, next time I get any whiff of a problem client, I'm letting them go.
• 37:59
  SPEAKER_00: I'm firing them in a way that serves them because if I if you, as the agent, the general contractor of the transaction, if you're not at the top of your game, is that good for the consumer?
• 38:12
  SPEAKER_00: Of course not.
• 38:13
  SPEAKER_00: So help them find someone who is better suited for them.
• 38:17
  SPEAKER_00: And if they're just truly just miserable, awful, abusive people, say see you later.
• 38:22
  SPEAKER_00: Say, you know what, I'm not the best for you, good luck.
• 38:24
  SPEAKER_00: And send them on their way.
• 38:26
  SPEAKER_00: And number 10, marketing and lead generation is the difference between the agents that are closing 300 deals a year and those that are closing six.
• 38:37
  SPEAKER_00: It's just your ability to get new leads and new clients in the door.
• 38:41
  SPEAKER_00: That's it.
• 38:42
  SPEAKER_00: So it's marketing, it's advertising, it's lead gen.
• 38:46
  SPEAKER_00: The best, the the biggest teams in town are usually not the best.
• 38:51
  SPEAKER_00: Like, and there's let's be honest, there's no way to gauge who's the best agent.
• 38:56
  SPEAKER_00: What does that even mean?
• 38:58
  SPEAKER_00: The best agent.
• 38:59
  SPEAKER_00: Okay, if you're doing right by your clients and you're you're winning bidding wars and you you know how to structure an offer and a contract in creative ways to help them get what they want, you're doing a you're a good agent.
• 39:12
  SPEAKER_00: Okay.
• 39:12
  SPEAKER_00: If and if you play well with others, if you if you uh get along with the other agents in the transaction whenever possible, I know sometimes you can't avoid the douchebags.
• 39:22
  SPEAKER_00: Uh they're out there.
• 39:23
  SPEAKER_00: Seems like more so in our industry than others, but that's that's besides the point.
• 39:27
  SPEAKER_00: But it's all about your ability to get new clients in the door.
• 39:31
  SPEAKER_00: Okay, some of the best agents I've ever worked with are uh stay-at-home moms that they they only sell a few homes a year because that's all they want to do.
• 39:40
  SPEAKER_00: They just want to make some extra money and get out of the house every once in a while.
• 39:44
  SPEAKER_00: I like seriously, like three or four times I've had a stay-at-home mom who has a couple kids, and they're a part-time agent, and they've been amazing.
• 39:53
  SPEAKER_00: They were good at what they did, they were great communicators, they were respectful, they were enjoyable to work with.
• 39:59
  SPEAKER_00: And and then on the flip side, sometimes it's those biggest teams that are selling hundreds that first off, you never talk to the wizard.
• 40:08
  SPEAKER_00: The wizard's always behind the curtain, you never talk to the rainmaker.
• 40:11
  SPEAKER_00: No, they're out.
• 40:13
  SPEAKER_00: Who knows what they're doing.
• 40:14
  SPEAKER_00: And I'm not begrudging them.
• 40:16
  SPEAKER_00: You know, they built a business.
• 40:17
  SPEAKER_00: Awesome.
• 40:17
  SPEAKER_00: That's fine.
• 40:18
  SPEAKER_00: That's good.
• 40:19
  SPEAKER_00: Respect.
• 40:20
  SPEAKER_00: But they just have a team of people who may not know what they're doing.
• 40:23
  SPEAKER_00: And and sometimes I'm trying to figure out how to not step on too many toes here to get me in trouble.
• 40:32
  SPEAKER_00: Um there were there were a few times where the agent on the other side of the transaction was one of the big ones in town or part of one of the big teams, and they just you could tell they were not serving their client.
• 40:46
  SPEAKER_00: They just didn't know certain things, or maybe they were being spread too thin and were were missing things that they should that they should have caught.
• 40:54
  SPEAKER_00: Um, like we see that all the time.
• 40:56
  SPEAKER_00: So it's not that they're the best agents, it's just they're the best at getting new clients.
• 41:03
  SPEAKER_00: Marketing and lead gen is everything.
• 41:07
  SPEAKER_00: Marketing and branding directly leads to sales.
• 41:10
  SPEAKER_00: So everything we talk about, I'm not gonna rehash the whole thesis.
• 41:14
  SPEAKER_00: I'm not gonna rehash it all.
• 41:15
  SPEAKER_00: There's been a hundred previous episodes to help do that, and there will be a hundred more.
• 41:20
  SPEAKER_00: But everything we talk about on the show, do that stuff consistently and do it well and get better every freaking time you do it.
• 41:29
  SPEAKER_00: If you do that, you will win.
• 41:31
  SPEAKER_00: And if you can learn how to really generate leads while doing branding, because branding helps the lead generation once people have seen you a few times, and then all of a sudden they see a Facebook ad, they recognize your face or your name or your brand or whatever, um, now they're gonna opt in.
• 41:48
  SPEAKER_00: They're they're much more likely to opt in if they if you're recognizable and memorable and familiar.
• 41:54
  SPEAKER_00: Okay, so it all works together.
• 41:56
  SPEAKER_00: Just understand, especially if you're a new agent or a struggling agent, literally the only thing standing between you and selling hundreds of homes per year is your ability to get new clients in the door.
• 42:07
  SPEAKER_00: That's it.
• 42:08
  SPEAKER_00: That is it.
• 42:09
  SPEAKER_00: Marketing and lead gen.
• 42:11
  SPEAKER_00: And you control that.
• 42:13
  SPEAKER_00: Just you know, back to back to number three.
• 42:16
  SPEAKER_00: We control our success or failure in that.
• 42:18
  SPEAKER_00: Awesome.
• 42:19
  SPEAKER_00: I love that.
• 42:19
  SPEAKER_00: I'll take that all day long every day.
• 42:21
  SPEAKER_00: There's tools out there to help you learn new tasks or learn new um learn new tasks, learn new tricks, learn new skills.
• 42:31
  SPEAKER_00: Uh, if you want to learn Facebook ads, great.
• 42:33
  SPEAKER_00: You know, that take a course, hire a coach.
• 42:36
  SPEAKER_00: That we have our Massive Agent Society program.
• 42:38
  SPEAKER_00: One agent per market can join, and it's part online course, part coaching program, and it's incredible.
• 42:46
  SPEAKER_00: Like I was talking with one of our students the other day, not students, one of our uh members the other day, and he's like, Oh yeah, um, I don't know if this is normal, but uh we spent like 20 or 30 dollars and in the first week we had like 200 leads.
• 43:01
  SPEAKER_00: Like, is that is that normal?
• 43:02
  SPEAKER_00: And I'm like, dude, what now they're in Canada.
• 43:05
  SPEAKER_00: I'm like, that is not normal in any way, shape, or form.
• 43:09
  SPEAKER_00: That is fantastic, but like they just followed a system.
• 43:13
  SPEAKER_00: They just copied and pasted and followed a system and and it worked.
• 43:17
  SPEAKER_00: If you're willing to put in the work, you can become one of the top producing agents in town.
• 43:22
  SPEAKER_00: If you're willing to spend some money to implement systems and and campaigns and funnels, you can do it too.
• 43:30
  SPEAKER_00: You just have to get the right resources and the right help to do it.
• 43:34
  SPEAKER_00: One of the one of the biggest mistakes I ever made was not hiring a coach or taking a course when I could have found the money.
• 43:40
  SPEAKER_00: I could have made it happen.
• 43:41
  SPEAKER_00: I just told myself that story that we all do that I can't afford it right now, that I'll do it in three months, I'll do it next year, I'll do it next week, whatever.
• 43:50
  SPEAKER_00: And then that day just never happens.
• 43:52
  SPEAKER_00: And so you waste all this time.
• 43:54
  SPEAKER_00: We look the loss of the loss of potential income.
• 44:00
  SPEAKER_00: Is real.
• 44:01
  SPEAKER_00: It's just intangible.
• 44:03
  SPEAKER_00: If you could have been running an ad campaign today that's getting you 50 leads a week three months from now, if you were getting, you know, 200 leads a month for three months, it's 600 leads, would you be closing deals from that?
• 44:15
  SPEAKER_00: Of course.
• 44:16
  SPEAKER_00: Maybe it cost you a few hundred bucks.
• 44:18
  SPEAKER_00: Maybe it cost you a thousand dollars of ad spend over that period of time and plus the course or whatever.
• 44:24
  SPEAKER_00: Like the loss of that potential income is real.
• 44:28
  SPEAKER_00: It's just it's hard to wrap your head around because it's an intangible thing.
• 44:32
  SPEAKER_00: So seek the information and expertise from somebody who's done it.
• 44:37
  SPEAKER_00: All right, whether that's our Massive Agent Society or from somebody else.
• 44:40
  SPEAKER_00: There's lots of great coaches and programs out there.
• 44:43
  SPEAKER_00: Just do it.
• 44:44
  SPEAKER_00: You can become one of the top producers too.
• 44:46
  SPEAKER_00: Guys, on this Thanksgiving, I am thankful to you.
• 44:49
  SPEAKER_00: I am grateful to you.
• 44:50
  SPEAKER_00: I'm grateful to our industry.
• 44:52
  SPEAKER_00: I'm grateful for this amazing profession.
• 44:54
  SPEAKER_00: It's opened so much, so many doors for me and my family, business-wise and personal and and relationships and friendships that I've built through through other agents and through the the agent community.
• 45:08
  SPEAKER_00: It's absolutely incredible.
• 45:10
  SPEAKER_00: Um just to see how different my life is over the last year, let alone nine years since I've been an agent.
• 45:18
  SPEAKER_00: There's look, this is also one of the hardest industries I've ever like being an agent's hard.
• 45:24
  SPEAKER_00: It is.
• 45:26
  SPEAKER_00: It's hard, it takes a lot of persistence, a lot of effort, a lot of work.
• 45:30
  SPEAKER_00: And sometimes you put in a dozen or more hours, and then whatever it is you're working on just doesn't work.
• 45:36
  SPEAKER_00: And then you got to start from scratch.
• 45:38
  SPEAKER_00: Like that's just the way it works.
• 45:39
  SPEAKER_00: That's literally the path to success.
• 45:42
  SPEAKER_00: It's just not um what you think it is.
• 45:45
  SPEAKER_00: Uh so many doors have opened.
• 45:47
  SPEAKER_00: There's so many things I'm working on currently that uh I'm working on with people that I've met through this industry, just by taking opportunities and grabbing them when they're in front of me.
• 45:58
  SPEAKER_00: Uh it's um it's something that I wish for each and every one of you.
• 46:02
  SPEAKER_00: And so on this Thanksgiving, I'm grateful to you and I'm grateful for for this for this amazing industry and the opportunities that that it provides if you have an open mind and you're willing to work your ass off and grab the opportunities when they come your way.
• 46:16
  SPEAKER_00: Don't be don't be afraid and ski what.
• 46:18
  SPEAKER_00: And I'm grateful for this amazing country that lets us do what we want when we want, w within reason, you know what I'm saying.
• 46:26
  SPEAKER_00: We have the freedom to choose whatever path we want.
• 46:29
  SPEAKER_00: Not everybody can say that.
• 46:30
  SPEAKER_00: Most countries cannot.
• 46:32
  SPEAKER_00: Like if you're in China, good luck.
• 46:34
  SPEAKER_00: If you want, if you want to criticize the government, good luck with that.
• 46:38
  SPEAKER_00: Okay, your social credit score will go down, and then you won't be able to travel because uh don't even get me started on on the evil of that country, but we live in the best country on earth.
• 46:49
  SPEAKER_00: We have we have issues like like any country.
• 46:52
  SPEAKER_00: There's no perfect system or country, but there's so much opportunity, there's so much abundance, there's so much prosperity that can be had by all if we just put our heads down and make stuff happen.
• 47:05
  SPEAKER_00: Do the right thing.
• 47:07
  SPEAKER_00: Um, so I'm grateful for this for this amazing country.
• 47:10
  SPEAKER_00: I'm grateful for my family, I'm grateful for for my amazing wife that puts up with me and lets me put in the work to uh to build something meaningful for our family and for our industry.
• 47:21
  SPEAKER_00: So I'm really excited about that uh and and everything I have going on.
• 47:24
  SPEAKER_00: So I hope you guys have enjoyed your Thanksgiving.
• 47:26
  SPEAKER_00: And remember, as I mentioned up front, our Black Friday sale on the Massive Agent Society, get$100 off your first month.
• 47:35
  SPEAKER_00: You just apply discount code BLACK19 at checkout, and and you can do that.
• 47:41
  SPEAKER_00: Make sure your market is available first.
• 47:43
  SPEAKER_00: If you are new to the show and have never heard of the society, it's our one agent per market lead gen Facebook ads online course slash coaching program.
• 47:52
  SPEAKER_00: So that we have a database of Facebook ads you can copy and paste because you need to get some quick wins.
• 47:58
  SPEAKER_00: Your goal, if you're sitting there and you're like, I hear Facebook ads are great, I need to get some leads, I need to generate some business, where do I start?
• 48:06
  SPEAKER_00: Well, we give you the ads to run.
• 48:07
  SPEAKER_00: So you can copy and paste them.
• 48:09
  SPEAKER_00: We show you step by step how to set them up.
• 48:12
  SPEAKER_00: Then once they're running, you're probably gonna have some adjustments to make.
• 48:15
  SPEAKER_00: You're gonna get some leads, you're gonna get some results, of course.
• 48:17
  SPEAKER_00: So we're gonna show you how to set up the follow-up plan, okay?
• 48:21
  SPEAKER_00: How to build that system to follow up with you with them over the long term.
• 48:25
  SPEAKER_00: Because that's where that's where the real power is, is the long-term follow-up.
• 48:29
  SPEAKER_00: We teach you that.
• 48:30
  SPEAKER_00: Then through the through the coaching and and ongoing handholding and training and support through our private Facebook group and our weekly coaching calls, we teach you how to make tweaks and adjust to make it work better and to get better results.
• 48:45
  SPEAKER_00: And it it there's no better system out there.
• 48:48
  SPEAKER_00: So I'm super proud of our Massive Agent Society.
• 48:50
  SPEAKER_00: So if you are interested in seeing if your market is still available, go to MassiveAtsociety.com and click on claim market up in the menu and see if your market is available.
• 49:00
  SPEAKER_00: And if it is, you can claim it today as long as you're a member, no other agent or lender can join.
• 49:07
  SPEAKER_00: And so it's great because you're not gonna have competitors running the same ads.
• 49:11
  SPEAKER_00: We we give you the ads to run.
• 49:13
  SPEAKER_00: So how shitty would that be if if there's 17 other agents in town running the exact same ads?
• 49:18
  SPEAKER_00: That sucks.
• 49:19
  SPEAKER_00: So you're gonna be the only one, and then you can also talk freely within our group.
• 49:23
  SPEAKER_00: And the bonus to that is if you are the only agent in Denver, Colorado, or rather, like Sioux Falls.
• 49:33
  SPEAKER_00: I don't know why.
• 49:34
  SPEAKER_00: I've never been to Sioux Falls.
• 49:35
  SPEAKER_00: I don't, I'm not quite sure where it is.
• 49:38
  SPEAKER_00: I just like the name.
• 49:39
  SPEAKER_00: If you're the only agent in Sioux Falls and another one of our members from San Diego has a referral for you in Sioux Falls, you're the only one that gets it.
• 49:48
  SPEAKER_00: You don't have to clamor for it and and do this embarrassing, like, oh, pick me, pick me, pick me, uh, DM sent, all that crap that happens in the big Facebook groups.
• 49:57
  SPEAKER_00: You're you're the only one.
• 49:58
  SPEAKER_00: So there's a lot of power of being the only one in your market.
• 50:01
  SPEAKER_00: You just have to take advantage and get started.
• 50:03
  SPEAKER_00: Go get$100 off your first month with Black 19 for a Black Friday special and go out there, go close some loans, go sell some homes, have a great rest of your weekend.
• 50:14
  SPEAKER_00: I'll see you back here for episode 102 next week.
• 50:17
  SPEAKER_00: Take care, guys.
• 50:18
  SPEAKER_00: See ya.