Latest / The Real Estate Agent Playbook / Rise Above the Market: A Pep Talk for Real Estate Agents

Transcript

Rise Above the Market: A Pep Talk for Real Estate Agents · The Real Estate Agent Playbook

• 0:00
  What's up real estate agents.
• 0:01
  I know that things are getting tough out there.
• 0:03
  The market is very different and people are acting a little
• 0:06
  bit differently in our market.
• 0:08
  But today I'm here to give you a pep talk.
• 0:10
  It's going to be okay.
• 0:11
  We are absolutely going to crush the second half of 2024 and a lot
• 0:16
  of people are already doing work.
• 0:18
  But now it's time for you to lay the law down.
• 0:21
  It's time for you to set into action all of your intentions and
• 0:25
  your goals are still reachable.
• 0:26
  Let's jam out.
• 0:32
  What's up guys, Jeremy Kane, real estate agent playbook.
• 0:35
  And this is something that I recently posted on a high comment Engagement post
• 0:41
  and I am just so Dedicated to helping agents fight through the hard fight
• 0:46
  through the suck And if you need a pep talk every once in a while, I would
• 0:50
  love it If you came back to my youtube channel jam out on that subscribe button.
• 0:55
  I hit the notification bell you will be rewarded with content like this.
• 1:00
  I get really tactical in some of the things that I've done to produce
• 1:03
  an absolutely amazing lucrative real estate career through sphere
• 1:07
  of influence and managing, industry partners as well as social media and
• 1:12
  all the traditional aspects as well.
• 1:14
  But please definitely do that.
• 1:16
  If you're listening on the podcast, thanks so much.
• 1:18
  We are trying to grow that community.
• 1:20
  So every five star review goes a long way.
• 1:22
  On that platform, but while we're here, let's get you going.
• 1:26
  Let's get you pumped up.
• 1:27
  It is game time, right?
• 1:28
  I am coach kane and i'm here for the pep talk.
• 1:31
  So let's get into it So first and foremost, we must talk about
• 1:35
  the current market climate.
• 1:36
  It seems as though Everybody, you know, that's great at real estate been in it
• 1:41
  for a long time It's crushing but when you pull back the curtain The truth is
• 1:45
  the people that are absolutely struggling are definitely not putting it out there
• 1:49
  on social media And the people that are doing well, I will tell you, right?
• 1:55
  All transaction volume is down.
• 1:58
  Granted, we've seen appreciation.
• 1:59
  And so those percentages, you know, seem to be kind of carrying the weight, but
• 2:04
  it's absolutely okay to be struggling because the transaction count is down.
• 2:08
  Less transactions means less, you know, quote unquote work.
• 2:12
  You feel like you're, you know, almost at that point.
• 2:14
  I can't tell you how many of my friends that are agents are
• 2:17
  talking about getting second jobs.
• 2:19
  And trying to do this, my plea to you is just stick with it.
• 2:24
  I will tell you that the people that are putting in the work and have the
• 2:29
  grit to get through this piece will absolutely be rewarded on the other
• 2:33
  side, just as any downturn in any market, any industry, any business, right?
• 2:38
  And my life talks a lot about fall and winter, right?
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  We are here in that real estate, you know, space.
• 2:45
  Absolutely, the last five years have been absolutely bonkers.
• 2:49
  We didn't have to do much, , to absolutely crush it.
• 2:53
  But I'm here to tell you that a lot of those clients that bought
• 2:56
  and sold over the last five years, those people, they are very well
• 3:01
  your next transactions, right?
• 3:02
  People are struggling, people are moving if they have to move, whether that's
• 3:06
  death, divorce, relocation, job stuff.
• 3:09
  And so we have to really focus in on that.
• 3:12
  And who better to talk to you about focusing on and on
• 3:15
  your sphere than yours truly.
• 3:17
  And I have created a course that is available now.
• 3:21
  There's a link below.
• 3:22
  That's all about managing these pillars of business and going all
• 3:26
  in on certain pillars of business.
• 3:28
  Because when the time gets tough, shiny object syndrome absolutely creeps up.
• 3:34
  And here we are.
• 3:35
  The next thing you know, we're moving on to imposter syndrome, right?
• 3:38
  You're seeing all these people crushing it on the internet.
• 3:41
  You're like, Oh, I don't know if I can do that, but I have to try that strategy.
• 3:45
  Look, social media is not for the faint of heart.
• 3:48
  Social media is a great tool when used properly.
• 3:53
  But if you're looking at other people and feeling sorry for yourself or you're,
• 3:56
  you know, even in the wolf pack with all our masterminds, sometimes I have
• 3:59
  the newer agents say, well, it really sucks when I'm listening to people win
• 4:04
  and you know, I I'm struggling, right?
• 4:07
  Well, that's a terrible attitude.
• 4:08
  You have to understand that people winning in your cohort is absolutely the ability.
• 4:16
  You know, gives you the ability to reach out to them and lean on them,
• 4:19
  especially in the Wolfpack, the family, the culture, everyone's helping everyone.
• 4:23
  And sometimes you need to hear it, right?
• 4:25
  Maybe that'll give you the kick in the pants to get going and
• 4:28
  absolutely move your business forward.
• 4:30
  But the bottom line is as a community, we come together, we lift each other up.
• 4:35
  And the imposter syndrome is something that, you know, not a
• 4:38
  lot of people have dealt with.
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  Social media is still relatively new and the way that people are
• 4:43
  posting and what people are posting.
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  Just take it with a grain of salt.
• 4:47
  If it's an idea you can incorporate in your business, do it.
• 4:50
  If it's a win, for some, a colleague or competition, celebrate that win, right?
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  They would celebrate your wins as well, hopefully.
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  And so, that's where we have to really push imposter syndrome aside.
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  You are your own person.
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  You have your own business.
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  You are your own independent contractor.
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  And no matter what brokerage you're at, It doesn't matter.
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  You have to look yourself in the mirror and ask yourself, are you really doing
• 5:13
  what it takes to win every single day?
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  And if you're not, that's what we're here for, because you can absolutely
• 5:19
  change that right here, right now.
• 5:21
  I don't care if transactions are down.
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  I don't care if interest rates are high.
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  It is within you to have more conversations, change your followup
• 5:29
  and convert the conversations into lifelong relationships.
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  And hopefully at some point that bears the fruit of transactions down the road.
• 5:39
  But the relationship is where we need to focus.
• 5:41
  So yes, right now, it is hard for buyers.
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  Interest rates are up.
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  Affordability is a concern across the board.
• 5:47
  I don't care what market you're in because the cost of living is directly impacted
• 5:52
  by the home prices and all the things.
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  And you know, so it is what it is, but what do we have to do for those buyers?
• 5:58
  We have to stand up.
• 5:59
  There are people that have to get into homes because they're out there
• 6:02
  renting throwing away their money Right.
• 6:05
  It's time for some of those people to just say, okay, whatever the
• 6:08
  market was tough I didn't get in the interest rates were super low.
• 6:12
  The competition was high Now the interest rates are high.
• 6:15
  The competition is a little less, but the affordability is challenged.
• 6:18
  Just do everything you can.
• 6:20
  I talk about putting the gloves on, right?
• 6:22
  Like you're going into a 10 round boxing match, a UFC fight,
• 6:26
  whatever you're looking at, and you have to absolutely get creative.
• 6:30
  You have to master your craft.
• 6:31
  You have to, you know, build.
• 6:33
  Be an expert negotiator.
• 6:35
  And the truth is, if you don't have a lot of clients, you have time
• 6:38
  to go to some of these classes and talk to some of the top producers.
• 6:42
  Invite top producers to lunch.
• 6:43
  Absolutely.
• 6:44
  If you're watching this and you're, you're fearful of reaching out, please
• 6:48
  reach out to me 303 210 0378 right now.
• 6:51
  Comment below.
• 6:53
  Let's go to lunch.
• 6:53
  I am in Denver.
• 6:54
  If you're not in Denver, we can zoom, book a game plan, call whatever you need.
• 6:59
  But you have something special and you can put that into play, but you have
• 7:04
  to understand that it is your duty to your buyers to continue to stay in the
• 7:09
  fight, continue to stay in the market, look for those opportunities, because
• 7:13
  as the market kind of peaks out here, at least in our market in the summer
• 7:17
  months, The opportunities start flowing in nice and quick and it's not the same
• 7:21
  kind of opportunity where you're going to get a deal or you're going to get, you
• 7:24
  know, way off, but you have the ability to get in maybe with a little bit under
• 7:29
  asking price, maybe with concessions, but you as an agent need to know this.
• 7:33
  You need to know your market.
• 7:34
  So put on the dang gloves and throw some punches for your buyers, right?
• 7:38
  This is the American dream.
• 7:39
  This is our job.
• 7:42
  Show up right your value stack should include that you are going to do
• 7:47
  everything you possibly can to get that buyer into a Home that's suitable for
• 7:51
  their needs to start their wealth journey If you will or maybe someone's moving
• 7:57
  maybe someone's getting a divorce and they had a really really nice home and they
• 8:00
  have to kind of Take it with a grain of salt and now they're Expenses are cut in
• 8:04
  half, and they have to get into something that's maybe not as luxurious or nice.
• 8:09
  And so you have to be there to support them, but still understand that going
• 8:13
  from the luxurious nice to a, you know, rental where they're throwing
• 8:17
  away 2, a month, not continuing to build their wealth or rebuilding
• 8:22
  it, as it just got cut in half.
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  This is where you need to show up for your people.
• 8:27
  And it is important now more than ever.
• 8:31
  And the ability for you to have that empathy and do it and do
• 8:35
  everything you possibly can to get them into something that works
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  for them is of utmost importance.
• 8:40
  These will be your lifelong clients.
• 8:42
  These will not be the clients that are going to the AI agent or going to Zillow.
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  Right.
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  So show up and put the gloves on and absolutely throw
• 8:49
  those punches next, right?
• 8:52
  Sellers, not a lot of people are moving unless they have to, right?
• 8:55
  This means difficult transactions.
• 8:57
  Like I've mentioned, death, divorce, relocation, job issues,
• 9:01
  have to downsize because of, you know, X, Y, Z, whatever that is.
• 9:04
  Sometimes there is reasons that people have to move that they're not.
• 9:08
  You know absolutely in love with and so you need to understand the winners But
• 9:13
  first you must know the market right understand the market understand who
• 9:17
  is winning We are still currently in a seller's market in denver here But things
• 9:22
  have changed a little bit the seller's market is not what it used to be you
• 9:26
  know showings aren't off the chains the first week In fact, I was just in a
• 9:30
  mastermind yesterday and we're talking about how It's been like three week
• 9:34
  three and four where things start to pop off and even getting multiple offers.
• 9:38
  So patience is the key, but knowing the market is important.
• 9:41
  If you don't have any listings or you don't have any sellers, I encourage
• 9:45
  you to really study the market and find out where those pockets are
• 9:49
  where people are meant are winning.
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  Is it?
• 9:51
  Certain zip code that you can farm or that you're familiar with.
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  Is it, you know, people that are looking to downsize or whatever that is.
• 9:59
  Know the market and find the winners and tailor your entire
• 10:02
  marketing plan to that ideal avatar.
• 10:04
  Right?
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  As agents, especially with social media, we sometimes focus on our
• 10:07
  brand so much that we're not focusing on who we're connecting with.
• 10:11
  We're just putting out content to put out content.
• 10:13
  Focus in on the market, find the winners, create your ideal avatar, If
• 10:17
  you're, you have a great ideal avatar, please just put out content to them.
• 10:22
  But if you don't start with the market, find the winners and develop that into
• 10:26
  your avatar and really focus on that and then understand when the market
• 10:30
  changes, that our avatar may shift, right?
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  If all of a sudden, you know, foreclosures are the hottest thing in town.
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  You're probably not, you know, focusing on, you know, first time
• 10:41
  home buyers or whatever, maybe you are, maybe those go together, right?
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  So that's the key.
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  Know the market, find the winners.
• 10:48
  And then let's go with it, right?
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  We need a unique value proposition.
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  Now is the time.
• 10:52
  Now is the time with the NAR settlements.
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  People are having conversations and you need to have a unique value proposition.
• 10:59
  I just released a webinar on increasing your income despite
• 11:03
  the NAR commission lawsuits.
• 11:05
  Then that webinar is a super bonus where I give you the 30 day plan to go from
• 11:09
  a buyer's agent to a listing agent.
• 11:11
  Check that out in the link below, but let's get into
• 11:13
  this unique value proposition.
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  Bringing a unique value, right?
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  A lot of people are, Oh, I care about my clients.
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  Oh, I want to get them the best deal.
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  Oh, I'm a great negotiator.
• 11:23
  No, what's the value you actually bring, right?
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  My annual review is a value that I can talk about with my buyers
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  that haven't purchased yet.
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  I can talk about with my past clients.
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  I can talk about people within my sphere that are homeowners that maybe I
• 11:36
  didn't, help them buy their home, right?
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  So that's a value proposition I can bring.
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  I'm going to help them manage the asset of their home.
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  Right.
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  And that's exactly what the type of value proposition you need to add.
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  Right.
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  I love helping people too.
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  I have a psychology degree.
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  I'm really smart.
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  I'm a great negotiator.
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  Yes.
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  But I also have the responsibility to help my clients manage assets and
• 11:59
  build wealth through real estate.
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  That is my value proposition.
• 12:02
  You need one just like it.
• 12:04
  And then the next thing I'm gonna tell it to you guys straight right here.
• 12:07
  Right.
• 12:07
  Helping you win every single day at the game of real estate, real estate.
• 12:10
  We get paid very well for what we do at this stage of the game.
• 12:14
  You need to work right.
• 12:15
  You need to earn that income.
• 12:17
  For a while we were just kind of rolling out of bed, doing our thing, managing our
• 12:21
  database, you know, posting a story on social, getting clients crushing deals,
• 12:25
  selling 20 million worth of real estate.
• 12:28
  Right now it's a lot harder.
• 12:30
  The transactions are harder.
• 12:32
  The emotions are harder.
• 12:33
  The economy is weird and people are having.
• 12:36
  You know bigger issues and we need to be empathetic to that but we as
• 12:40
  agents have to work We have to work every single day for what we want If
• 12:44
  your goals are high and you want to have that, you know increased income
• 12:47
  you have to put the time in right?
• 12:49
  I am so sick and tired of hearing agents that put in 20 hours a week and Expect the
• 12:54
  same results that they got five years ago.
• 12:57
  It's time to buckle down work work work Focus, build out your four pillars exactly
• 13:01
  like my foundations builder course.
• 13:03
  Again, the link below, check that out.
• 13:06
  It's on sale right now.
• 13:07
  It's absolutely amazing.
• 13:08
  It's a whole community of people that are like minded, but I promise you we work.
• 13:12
  Right.
• 13:13
  And so agents.
• 13:15
  Step back, evaluate.
• 13:16
  I'm not saying completely, you know, put the blinders on work 90
• 13:20
  hours a week, forget your family.
• 13:21
  No, but we must put 40, 50, 60 hours of dedicated work that actually has
• 13:27
  a roadmap and you have a plan, right?
• 13:30
  That is the biggest thing.
• 13:31
  We just, You know, we were like, okay, well, cold calling is the only
• 13:35
  way that's how my mentor did it.
• 13:36
  And then you just dial the phones and you're, you hate being, you know,
• 13:39
  cold called and advertised that way.
• 13:41
  So you're going to have a hard time, you know, converting leads that way because
• 13:45
  you hate being, you know, advertised to that way, but you must put in time.
• 13:50
  And somebody says, well, Jeremy, you know, I don't know what to do.
• 13:53
  Right.
• 13:54
  I don't know what to do.
• 13:54
  Well, that's exactly why I released that course.
• 13:57
  So check that out and just promise me that you're going to put in the work.
• 14:01
  Because if you put in the dedicated work, if you have distractions at
• 14:04
  home, go somewhere else, right?
• 14:06
  Build an office in your house, whatever you have to do, go to a
• 14:09
  coffee shop, but you have to work and.
• 14:13
  You have to have conversations with people and that's where it starts.
• 14:16
  So more conversations focus on something as little like the
• 14:19
  Wolfpack does is adding five people to your database every single day.
• 14:22
  If you do that real people, not fake people, you will not be disappointed
• 14:27
  because after 30 days, that's what, you know, 150 people in your database.
• 14:32
  Absolutely incredible and game changing.
• 14:35
  Do that for three months and you're, you know, 450 people in your database.
• 14:39
  That's the dedication it's going to take right now.
• 14:41
  Have more conversations because we have less transactions.
• 14:45
  And then the final thing is avoid those shiny objects.
• 14:49
  Pick your pillars, pick your core focuses.
• 14:51
  Definitely attend trainings and add things, but do not stray from
• 14:54
  your lead generation pillars.
• 14:56
  I suggest four.
• 14:57
  That's what my whole course is built on.
• 14:59
  The whole community is about, is dialing in these four pillars at,
• 15:04
  you know, applying the 12 week accelerators and going from there.
• 15:07
  But shiny object syndrome, especially now, especially with social media,
• 15:10
  you see something somebody's doing.
• 15:12
  You don't know what ad spend they're putting behind it.
• 15:14
  You don't know what their follow up criteria is.
• 15:16
  You don't know what their experience is, but you're like, Oh, I'm going to do that
• 15:19
  because it looks like they just, you know, posted on social and sold that house.
• 15:23
  That's not what went into it.
• 15:24
  A lot more did focus on you and your personality and what you know,
• 15:28
  if you need any help determining what those are, please reach out.
• 15:31
  You know where to find me comment below, shoot me a text
• 15:35
  message, a DM, whatever it takes.
• 15:37
  I am here to help you, but agents, this is an opportunity.
• 15:41
  As agents, you know, give up and throw in the towel.
• 15:44
  You need to step up for your people.
• 15:45
  You need to step up for your clients or I will.
• 15:48
  And that's the bottom line, right?
• 15:50
  And so I want you to win at the game of real estate every single
• 15:54
  day, just like I'm doing right now.
• 15:56
  And the grind is a little bit harder.
• 15:58
  I'm not, you know, the hustle culture is not something
• 16:00
  I'm, I'm subscribing to here.
• 16:03
  You just have to dial in and have an organized piece.
• 16:06
  And you can do this, right?
• 16:08
  This is the biggest opportunity that you have to create wealth for
• 16:13
  your family right here, right now.
• 16:15
  If you go off and get another job, you're just delaying from
• 16:18
  the, from the foundation and from the task at hand, right?
• 16:23
  It is possible.
• 16:24
  You can do it.
• 16:25
  I'm here for you.
• 16:26
  Go get a win today.