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Real Estate Agents Get More Listings With This Strategy · The Real Estate Agent Playbook

• 0:00
  List or die.
• 0:01
  This is an old adage that a lot of experienced agents have heard, but the
• 0:06
  people that are telling you list or die, especially as a newer agent, also know
• 0:11
  that you probably don't have the skills to compete with them because you're in
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  similar markets and you're geographically restricted at your brokerage.
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  Or even at a training at your realtor board, right?
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  So today we're gonna change that no matter what your experience.
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  If you've, you know, been a buyer's agent for so long and you're looking to break
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  into listings and just don't have the confidence, or you're a brand new agent,
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  wanna try and, you know, exploit listings.
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  I'm gonna talk to you about a strategy that'll absolutely help you get to that
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  level without having to, you know, please all the top producers or, you know, earn
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  your keep in the top producer world.
• 0:46
  Stay tuned.
• 0:51
  What's up guys?
• 0:52
  Jeremy Kane Real Estate Agent Playbook.
• 0:54
  So excited for this one as I have confidence that I can turn no matter who
• 0:58
  is watching this into a listing agent.
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  Whether you've never sold a house or you've been a buyer's agent for you
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  know, many years, or you've sold a couple listings and just can't seem to get
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  footing, I know that this strategy can absolutely help you get to that point.
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  And I have confidence and I know that this is true list or die.
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  So if my goal is truly to make agents success rate go up in the real
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  estate industry, this is absolutely something that I'm passionate about
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  and I want to help you make happen so that your success is more likely.
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  So as always, please like, comment, subscribe, share the podcast with
• 1:31
  your favorite real estate agent as we're growing that community.
• 1:34
  But let's get into this one.
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  I am so pumped up.
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  Let's go.
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  Okay, so here's the deal.
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  Brokers, team leaders, they have a lot on their plate.
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  So kind of the next level in the traditional real estate model is
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  to leverage other people to do the things that they don't like to do.
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  Buyer's agents, you know, lead, you know, cold callers, then you're a buyer's agent.
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  But then you have to do all these open houses and you have to
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  fit into their buckets and, you know, oh, you're a showing agent.
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  Now you're just running around town all day.
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  And oh, now you're, you know, dealing with the contracts.
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  So they put people in the buckets and that allows people, or minimizes
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  people's, You know, I guess confidence in becoming a standalone agent as they
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  go, and that's absolutely by design.
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  These people need you and they've paid money to train you and keep you, so
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  now they want to keep you in these buckets, and that's absolutely the
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  problem with the traditional team structure in the real estate industry.
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  So absolutely.
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  This is something when I joined forces with Louis Gault Wolfpack
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  Elevation, and we created this environment for our agents.
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  We wanted to make agents not be in a bucket.
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  We wanted to give agents buckets if they chose, and help them build success.
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  And if you want to know more about what we're doing to do that, as far as our,
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  you know, foundations course and all of our systems and processes training,
• 2:51
  as well as everything Wolf Pack offers, please book a call re agent wolfpack.com.
• 2:55
  There's testimonials on there, and you can absolutely book a call directly in
• 2:58
  my calendar and chat about how we can change your business for once and for all.
• 3:03
  Okay, so let's get into the goods.
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  If you want to get listings, you need to talk to homeowners.
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  It's no secret that's absolutely the case.
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  So when talking to homeowners, we need to bring value.
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  We need to differentiate ourselves.
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  From the other agents in the market.
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  Maybe those top producers, maybe those agents that control that farm.
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  Whatever it is, we need to provide something that's different.
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  So let's talk about value.
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  Okay, I'm gonna read this definition.
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  Value is defined as the regard that something is held to deserve the
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  importance worth or useful of something.
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  So you have to provide something useful to these homeowners that
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  someone else in the industry is not.
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  So notepads, Rocky's calendars, whatever, you know, paper openers
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  or whatever they're, they're offering, that's not value.
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  That's just top of mind.
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  Marketing absolutely works, but you need to do something different.
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  So agents miss the boat.
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  Even tenured agents miss the boat because, If they're team leads or
• 4:02
  whatever, they're just blasting ad spend.
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  That's transactional, right?
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  We're here to make relationships because if you make relationships,
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  I have almost no lead generation.
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  All of my lead generation is based on relationship marketing.
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  Now, all the people that I've served, all the people that I've contacted,
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  all the people that've contacted me, that I've helped be a resource to, no
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  matter if they're selling or buying, that's where my leads come from.
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  I don't have to actively pay anything to generate leads anymore.
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  I don't have to.
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  Actively go out and door knock and do some of the active, you know,
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  traditional strategies that absolutely work, but require so much time.
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  And so it's because I provide value at every single step of the way.
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  And I'll have a video sometime about value add opportunities as a real estate agent
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  because I think it's ultra important.
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  However, do something a little bit different.
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  Do something that makes sense for you, right.
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  And provides value to the.
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  To the, you know, consumer, A lot of times, you know, people talk about
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  the Brian Buffini pop buys, right?
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  I'll flip for your referrals, giving 'em a spatula.
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  Sure.
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  That's value.
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  I think it's a little corny, but it does work.
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  You're staying top mind, top value.
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  That's more top of mind marketing for people that have already purchased
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  homes, and that's an important piece.
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  But if we're a new agent looking to get listings, what do we do?
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  Start finding homeowners.
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  Start with your.
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  With your phone, you have friends or you have parents that have friends that
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  are homeowners, and here's what you do.
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  You say, okay, hey, my name's X.
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  I'm doing this for you.
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  Would love to, you know, sit down with you and talk to you.
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  I'm a newer real estate agent.
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  Didn't looking to get in.
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  You don't even have to say that if you don't want to.
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  But if it's, you know, somebody that you know, or your parents know, they
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  probably know you're newer in real estate.
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  So say, would you help me out and let me, you know, go through this
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  process and, and get some at bats and they'll absolutely do it.
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  But then all of a sudden you're providing all this value and they're
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  like, who cares if you're new?
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  This person's providing value.
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  I wanna work with or refer this person because they're providing value.
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  Those people already know, like, and trust you.
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  If you can come and say, Hey, let's, let's grab a cup of coffee.
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  I'd love to talk to you about this, or I have this thing, you know, would love
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  to explain it to you, sit down with you.
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  Then you're having those conversations, you're getting that at bat, but you're
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  also showing them that you're not just any normal new agent because some of
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  the things that you provide are not done by any of the other agents, right?
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  This isn't putting a flag up, although, You know, that's awesome.
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  My, my wife's grandparents continued to build their real estate business
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  a long time by putting flags up for 4th of July and doing all of
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  those things that were kind of old school methods to stay top of mind.
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  And so here's the deal.
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  I have a full annual review, video that you can talk about.
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  If you're struggling to find something, do an annual review for every homeowner,
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  you know, and this isn't sending him a cna cma, this isn't blasting him a cma.
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  That's, you know, obviously just kind of put together.
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  It's completely different and it'll change your real estate business.
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  Check out that video right here.
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  The biggest thing that you have to do is have a follow up strategy in mind
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  while you're providing that value.
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  So, I'm gonna sit down with somebody, I'm gonna drive into my
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  YouTube channel, cuz I'm gonna stay consistent on my YouTube channel.
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  I'm gonna provide market updates, I'm gonna do business highlights
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  and it's relevant to their area.
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  Or I'm gonna have a client event every quarter in their area where, you know,
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  we, we meet at a brewery and we talk about whatever's going on in the, in the
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  market or whatever's going on in the area.
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  Or maybe, you know, it's something a little bit different,
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  something outside of the box.
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  Maybe it's something that goes along with your value add.
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  Maybe it's an investment course, whatever it is, you can provide that value, whether
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  it's, okay, I'm gonna get consistent on Facebook and IG, and I wanna be
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  friends with you, and I wanna have that connection so I can also see what's going
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  on in your world so that when the time comes where something happens in your
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  life where you're gonna sell your home.
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  I can start, I can have that on my radar because now we're friends on Facebook.
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  And so wherever you're gonna send them, you need to have a plan and you need to be
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  semi consistent on that platform already.
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  Or you know, maybe it's a mailer, maybe it's old school.
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  It depends on your community and it depends on where those people are.
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  Right?
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  If you're in an older community, probably IG or TikTok aren't
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  your, your bread and butter.
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  So don't send grandpa to TikTok, cuz that might be a disaster.
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  He might never find you on TikTok, so that's where you wanna make
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  sure that you're aligning with who you're meeting with and sending them
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  something relevant to their generation.
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  Right?
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  Maybe it's email even.
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  Maybe it's a monthly newsletter.
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  What's going on here?
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  And maybe it's a YouTube channel.
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  All of those things are possible, but it matters about your situation.
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  The point is have follow up, have a secondary connection with
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  them after you provide the value, otherwise the value goes unnoticed.
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  And so that's where the top of mind stuff comes from, even if it's.
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  You know, some of the old school stuff, sending 'em mailers, whatever you're
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  doing and whatever makes sense for them and where they're at is what you
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  need to kind of have in place based on, based on your conversation and
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  how you wanna build your business.
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  The next thing is leverage buyer strategies.
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  Okay?
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  Yeah.
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  This is about listings.
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  It's still about listings, but buyer strategies, open house.
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  First time home buyer seminars, v i p client programs that people
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  have gone through your, you know, bought a house from you.
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  You provide a list of, contractors that can help them, or you have
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  little discounts that you send.
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  Send those to home sell sellers too.
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  Okay.
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  Open house.
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  How do I send that to a seller?
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  Well, I'm doing an open house here.
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  I'm gonna knock 10 doors this way, 10 doors that way.
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  10 doors this way.
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  Absolutely.
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  An old school method.
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  But here's the key.
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  Hey, you know, I'm doing an open house here.
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  I think it could be pretty busy because the weekend, whatever, if anyone
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  parks in your driveway, please call me.
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  Right?
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  If anyone parks like blocking your driveway, no one's
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  gonna park in their driveway.
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  But commonly people are like, oh, there's, there's a flashy flag, or whatever.
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  The more signage you have, the more distracted they
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  are and they block drivers.
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  I've done it before as a, as an agent.
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  I'm, oh, there's a house hop out.
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  Oh, that's the driveway I just blocked.
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  Someone's mad.
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  Hey, if someone does that, please call me and I'll make sure they
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  move their car immediately.
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  Just wanna make sure that, you know, the open house is bringing people
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  to the community, but they're also making sure that you're good to go.
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  Perfect.
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  Right?
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  Or, hey, I'm doing this, first time home buyer thing in your area.
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  Would you be interested in, you know, checking it out?
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  Or do you have any first time home buyers that you're talking to or
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  whatever, like, talk about these events that you're doing, but having that
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  conversation, you know, or another one, Hey, I'm doing this open house.
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  Would you like me to send you an update when the house goes under contract?
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  I'll give you as much information as you can.
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  I'm not the listing agent, but I would love to keep you informed.
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  Okay.
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  All of those are kind of ninja tricks to get their information, but also to
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  prove that you're different so that when they go to sell their house,
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  they'll have your information before they go out and look at the sign if
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  you're, you're doing it for a colleague.
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  But they'll also be like, oh, that they did that differently.
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  When I have an open house at my house, I would love for my agent to make sure
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  that my neighbors are happy, right?
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  Because it's, it's taking it the extra mile.
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  So leveraging those buyer interactions as well is super important
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  and not always thought about.
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  Okay.
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  Even advertising, right?
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  You're, you're looking, sending houses, online, ads, whatever.
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  Not my favorite thing, but if you find those people that are homeowners that are
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  looking for their dream home, maybe, and maybe they're gonna be, you know, on time.
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  I have this buyer that.
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  I met from a Facebook ad.
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  They're literally, they look at this, you know, update of the market every single
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  month, and I can see, well, yesterday they just parted a listing and I called 'em.
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  I said, Hey, why do you like that listing?
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  That's the first listing you parted.
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  They look at it every month, but they, I, okay, I love the garage.
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  I wanted to show my husband.
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  All right, so then she's like, however, our kid's gonna go to this high school,
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  so let's change the search a little bit and let's up the, the value.
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  And so now I'm, I've had that conversation.
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  I'm dialed in, so I leveraged a buyer, a buyer lead, but they have
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  a house that they own free and clear that they're gonna sell.
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  And so understanding that, hey, can I.
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  Give you an update on what your house would be worth and all of that.
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  So just because it's buyer lead generation does not mean that you
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  can't leverage those conversations and, and think what sellers might think
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  when they're doing, going to sell.
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  So yes, you're looking for buyers.
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  That's the easiest way to lead generate.
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  It's hard to find listings on online advertising or even with open houses and
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  all of that, but if you do it a little bit differently, it's not that big of a deal.
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  So at the end of the day, It's really about who you surround yourself with.
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  If you have a desire to become a listing agent, it may not
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  happen if you never help a buyer.
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  Also, buyers become listings, and we can talk about leveraging that,
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  a whole different conversation.
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  But if you, if you really step back and look at it, you're surrounding yourself.
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  You're the average of the five people you surround yourself with.
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  And if people are telling you, You have to be a buyer's agent.
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  You have to be a buyer's agent for two years.
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  You have to sell this many homes before you can be a listing agent.
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  You're with the wrong people.
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  If you're surrounding yourself with someone who might be a little more
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  forward thinking and help you understand that, that is possible, but these
• 12:51
  are the strategies that are actually in play and you're not relying on,
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  oh, Yeah, send me some seller leads.
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  That ain't ever gonna happen.
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  Everybody wants seller leads.
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  If you just look at the Facebook groups, when you see a listing,
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  Hey, I got a listing in this place.
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  Millions of comments right away.
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  Hey, I got a buyer in this place.
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  A lot of comments, but nothing like crazy because those
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  listings are highly sought after.
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  And so if you can, you can step back and be like, okay, these
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  are my listing strategies.
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  This is what I'm gonna do, this is how I'm gonna build my business.
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  Sure, I'm gonna take a buyer.
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  Why wouldn't I?
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  That's, you know, five, $10,000 commission.
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  But then I'm gonna leverage that buyer and say, Hey, do you know anyone
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  who, who owns a home that would like this annual review thing I'm doing?
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  I'm gonna try it out.
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  Then they see your progressive thinking and then you can make those connections.
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  So, It's about the people you surround yourself with.
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  If you need to surround yourself with people that believe in you
• 13:37
  and want to help you become a listing agent, you know where to go.
• 13:40
  Jeremy Kane, real Estate Agent Playbook.
• 13:41
  Thanks so much for tuning in.
• 13:43
  Like, comment, subscribe and shoot me a share on the podcast.
• 13:46
  If you like what you heard today, even give, gimme a review.
• 13:49
  Would love to grow that community up and, and continue to help agents
• 13:52
  win every single day of the game.
• 13:53
  Real Estate.
• 13:54
  We'll talk to you later.
• 13:54
  Bye-bye.