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What I'd Do If I Started Over as a Real Estate Agent Today · Massive Agent Podcast

0:00
SPEAKER_00: When I first got started as a real estate agent 16 years ago, I didn't have a clue what I was doing.
0:06
SPEAKER_00: Not a clue.
0:06
SPEAKER_00: And so if I had the chance to start over from scratch today, I would do things completely different.
0:12
SPEAKER_00: I don't know if there's anything that I'd actually do the same, but I'd build a completely different business from day one.
0:19
SPEAKER_00: I do things totally different.
0:20
SPEAKER_00: And today I'm going to share with you what those things are, what to do if you are starting over from scratch as an agent, what actually moves the needle, and what's important in today's world.
0:29
SPEAKER_00: Let's go.
0:31
SPEAKER_00: The massive agent podcast.
0:34
SPEAKER_00: We read generation distance strategies to give you more leads and sell more homes.
0:39
SPEAKER_00: I love to buy houses.
0:40
SPEAKER_00: I like to sell houses.
0:44
SPEAKER_00: Wait a minute.
0:45
SPEAKER_00: Leads a week.
0:47
SPEAKER_00: You a week.
0:48
SPEAKER_00: I've had better.
0:50
SPEAKER_00: Oh.
0:51
SPEAKER_00: Have I got your attention now?
0:53
SPEAKER_00: Here's your host, Dustin Brohm.
0:58
SPEAKER_00: What is up, guys?
0:59
SPEAKER_00: Welcome to episode 448 of the Massive Agent Podcast.
1:02
SPEAKER_00: I am your host, Dustin Brohm in Salt Lake City, Utah.
1:06
SPEAKER_00: Today I'm going to I'm going to lay it all out for you.
1:08
SPEAKER_00: I'm going to give you the blueprint to just shorten the learning curve.
1:11
SPEAKER_00: And like what I took 16 years, what took me 16 years to learn and figure out about being successful as an agent, I'm just going to tell you how to do it from day one.
1:22
SPEAKER_00: I wish that an episode like this existed back when I started.
1:26
SPEAKER_00: I mean, maybe it did.
1:27
SPEAKER_00: I just didn't know anything about podcasts 16 years ago.
1:30
SPEAKER_00: I don't even, I don't even know if podcasts were a thing.
1:32
SPEAKER_00: Okay, that's kind of a long time ago.
1:34
SPEAKER_00: Uh, anyhow, I'm just going to give you the blueprint.
1:37
SPEAKER_00: If you are starting over, if you're a brand new agent, or you're just like, hey, what should I be focused on because things are changing so fast and you feel like you're spinning your wheels all day and you're not making much progress, which unfortunately I think is most agents, you probably feel that way.
1:51
SPEAKER_00: I'm just going to tell you what to do.
1:52
SPEAKER_00: Okay.
1:52
SPEAKER_00: I put these things into a few buckets, then I'll give you specific line items.
1:56
SPEAKER_00: And let's jump in.
1:57
SPEAKER_00: All right.
1:58
SPEAKER_00: So the first thing that I would focus on is building a brand.
2:02
SPEAKER_00: Okay.
2:02
SPEAKER_00: Before you've ever sold a house, you have to start establishing yourself in the area.
2:08
SPEAKER_00: You, you need people to know who you are.
2:10
SPEAKER_00: You need to be seen by people.
2:12
SPEAKER_00: If you're going to get hired, marketing and visibility is the most important thing.
2:18
SPEAKER_00: When I got when I first got started, for some reason, well, I obviously for some reason I didn't know.
2:24
SPEAKER_00: I didn't have the context.
2:25
SPEAKER_00: I thought that being the best agent meant that like the most knowledge, the most, like you have all the market stats memorized and you know all the neighborhoods and you know the sale prices of everything, and you know all the all the different addenda that are possible to use with a contract and like all that stuff.
2:41
SPEAKER_00: That's important.
2:42
SPEAKER_00: Like you've got to be good at your job, of course.
2:44
SPEAKER_00: But you could be the best at your job.
2:47
SPEAKER_00: But if no one knows that you exist, you're gonna starve.
2:50
SPEAKER_00: You're gonna have no business.
2:52
SPEAKER_00: And then some of the agents, I'm sure you've seen this in your market, some of the agents who are selling hundreds of homes a year, they don't really have the best reputation as being great agents, but they're great marketers.
3:04
SPEAKER_00: Everyone sees them, everyone knows them.
3:06
SPEAKER_00: People think of them when they think, hey, I need to sell my house.
3:09
SPEAKER_00: They think of that other agent.
3:11
SPEAKER_00: You've got to be somewhere in the middle.
3:13
SPEAKER_00: And I would skew more towards being the best known.
3:15
SPEAKER_00: Because if you're if you're, I'm not saying you should be mediocre at being an agent, but let's say you are.
3:22
SPEAKER_00: If you're a great marketer and you're visible and people see you and think of you, you're going to get a ton of business.
3:28
SPEAKER_00: And so I didn't understand that.
3:30
SPEAKER_00: I do now.
3:31
SPEAKER_00: And so marketing is everything.
3:34
SPEAKER_00: Building a brand is everything.
3:36
SPEAKER_00: Having people know who the hell you are and remembering you when the time is right is everything.
3:41
SPEAKER_00: So I would build a brand before I have anything to sell.
3:43
SPEAKER_00: So that means through social media, through content, I would start because that's free, by the way.
3:49
SPEAKER_00: Like it just takes effort and time.
3:51
SPEAKER_00: Uh you don't need to wait until you've closed deals before you can start talking about things that are relevant to your ideal audience, to local homeowners, local consumers.
4:01
SPEAKER_00: It could just be local-facing stuff.
4:03
SPEAKER_00: It could be uh like here's what's going on in the area, here's a new restaurant, here's this, you know, the arts festival this weekend.
4:10
SPEAKER_00: It could just be that.
4:11
SPEAKER_00: And positioning yourself as somebody who's a local expert.
4:14
SPEAKER_00: Even if you don't know a damn thing about real estate sales yet, you could absolutely start doing that today.
4:20
SPEAKER_00: And you need to.
4:21
SPEAKER_00: So you need to post daily.
4:23
SPEAKER_00: If you're starting over from scratch, post every single day.
4:26
SPEAKER_00: I mean seven days a week, right?
4:28
SPEAKER_00: Not just Monday through Friday, even with zero followers, with uh with no deals done under your belt, no credibility yet.
4:35
SPEAKER_00: That's how you build your credibility by getting yourself out there and building an audience.
4:41
SPEAKER_00: You also need to get comfortable in front of the camera as fast as possible.
4:45
SPEAKER_00: I mean, shit, I was probably six years, five or six years into being an agent before I really like got comfortable in front of the camera.
4:55
SPEAKER_00: It's ridiculous in hindsight.
4:56
SPEAKER_00: You need to do that immediately.
4:58
SPEAKER_00: Like ideally, you're comfortable on camera now.
5:00
SPEAKER_00: So get comfortable on camera immediately instead of waiting until like you're more established and you're, you know, I've sold more homes.
5:08
SPEAKER_00: None of that matters.
5:09
SPEAKER_00: None of that has anything to do with anything.
5:11
SPEAKER_00: You just need to be comfortable communicating to the camera and having some personality and having some passion and energy.
5:16
SPEAKER_00: And it's kind of weird at first, but talking to the camera, like looking at the lens and talking into it, you get used to it.
5:24
SPEAKER_00: What I did was I started doing Snapchat stories multiple times a day.
5:28
SPEAKER_00: And back then it was 10 seconds at a time.
5:30
SPEAKER_00: And these little 10-second stories, just sharing what I was up to, what was on my mind, what I was doing that day.
5:36
SPEAKER_00: All of a sudden I realized, huh, all of a sudden I'm comfortable in front of the camera.
5:40
SPEAKER_00: So doing stories is a great way to do that.
5:43
SPEAKER_00: It doesn't have to be this big YouTube video.
5:45
SPEAKER_00: It doesn't have to be a podcast, it doesn't have to be a Facebook live, for God's sakes.
5:49
SPEAKER_00: Just do these informal, laid-back stories because people aren't expecting it to be super polished and high-end and fancy.
5:56
SPEAKER_00: But you got to get comfortable in front of the camera immediately.
5:59
SPEAKER_00: Now, I don't care who you are, if you're listening to this podcast, you need to get comfortable in front of the camera.
6:04
SPEAKER_00: And if you think you are, you need to get more so.
6:06
SPEAKER_00: You need to just keep going because that skill, no matter what you're doing, no matter what industry you're doing it in, will serve you forever if you if you have a good camera presence and people want to watch what you're putting out.
6:19
SPEAKER_00: You can do anything if you can establish that skill set.
6:22
SPEAKER_00: Uh, document everything that you're learning publicly.
6:26
SPEAKER_00: Now, I wish that I would have been like, hey, I'm here's day one of starting as a real estate agent.
6:32
SPEAKER_00: Here's what I don't know, here's what I learned today.
6:34
SPEAKER_00: I can't believe I didn't know this.
6:35
SPEAKER_00: Uh, this is gonna be a lot harder than I thought.
6:37
SPEAKER_00: Uh, apparently, um, like I remember I came home and my wife, she was, I think she, yeah, she was my fiance at the time.
6:45
SPEAKER_00: She was like, Um, so how many homes did you sell today?
6:47
SPEAKER_00: And I was like, Oh shit, babe.
6:48
SPEAKER_00: Like, apparently it doesn't work that way.
6:50
SPEAKER_00: Not for me.
6:51
SPEAKER_00: I mean, that there's there's some teams and and agents that are selling, you know, a home plus a day on average, but uh, not me.
6:58
SPEAKER_00: And so I learned it's not like you're selling multiple homes in a day type thing.
7:02
SPEAKER_00: I I didn't know that going in.
7:04
SPEAKER_00: So sharing that publicly is relatable.
7:06
SPEAKER_00: Let people follow along in the journey.
7:09
SPEAKER_00: Also, start an email list from day one.
7:12
SPEAKER_00: Get the emails of everyone you know, even if there's five people on it.
7:16
SPEAKER_00: You need to start building an email list and making that a priority because as you go on in your career, the bigger it gets, the larger your uh your database gets, the larger your sphere of influence is, and you can do so many things with that to get business.
7:30
SPEAKER_00: Number two, you need to niche down immediately.
7:34
SPEAKER_00: I was given this advice by my first mentor.
7:38
SPEAKER_00: I was, he's like, you've got to pick a farm area and just focus all of your efforts on that.
7:42
SPEAKER_00: Now, he was about cold calling, door knocking, leaving door hangers, mailers, all that stuff.
7:49
SPEAKER_00: And I was like, okay, I guess that makes sense.
7:53
SPEAKER_00: But in my scarcity mind, I'm like, well, if that one neighborhood is good, why not all of Salt Lake City?
7:59
SPEAKER_00: There's more homes in Salt Lake City.
8:00
SPEAKER_00: I'll sell more homes by focusing, excuse me, by focusing on a larger area.
8:05
SPEAKER_00: And hell, I'll throw in Park City because they have expensive homes.
8:09
SPEAKER_00: That's what I thought in my scarcity mind.
8:11
SPEAKER_00: But in hindsight, all of my marketing efforts was just watered down.
8:16
SPEAKER_00: You can't be the, like, people can't think of you as the person for an entire major city.
8:24
SPEAKER_00: Like that's very hard to do.
8:26
SPEAKER_00: And you can over many, many years of effort, but it starts with a neighborhood.
8:31
SPEAKER_00: It starts with the street you're on or the subdivision you're in, the neighborhood, maybe even a town.
8:36
SPEAKER_00: A town may even be too big, but niche down immediately.
8:40
SPEAKER_00: Uh, one neighborhood, okay, or and or one specific client avatar.
8:46
SPEAKER_00: So you're going to pick a client type, your ideal client.
8:50
SPEAKER_00: For example, and it needs to be super specific.
8:53
SPEAKER_00: For example, uh, families who work from home who want to be close to the mountains because they're active and and they're relocating from out of state.
9:04
SPEAKER_00: With when I say that, you think of a specific situation that you can help people.
9:08
SPEAKER_00: So that means there's probably only certain areas, certain types of homes, certain price points, certain parts of town that will even make sense to them because they want to be close to the mountains, because they're active.
9:19
SPEAKER_00: And if they're relocating, right?
9:21
SPEAKER_00: So you've got a niche down, either on a specific farm area and or a very, very specific client avatar.
9:30
SPEAKER_00: In other words, your ideal client, because then every piece of content you do, everything you put out is meant for them.
9:37
SPEAKER_00: It resonates with them, it speaks to them, they find it helpful, they find it interesting, as opposed to just throwing some shit out there for all of Salt Lake City for your entire area, and you know, only a few people seeing you every once in a while.
9:54
SPEAKER_00: Uh pick a client type.
9:55
SPEAKER_00: Okay.
9:56
SPEAKER_00: Here's another one when it comes to niching down.
9:59
SPEAKER_00: This one kind of, I don't know why I lumped it in with that, but this was important.
10:04
SPEAKER_00: If you're starting over, st and especially like if you're moving to a new market, if if maybe you're an agent, one of my partners was on the East Coast for years, built this big business.
10:14
SPEAKER_00: He was number one in his brokerage.
10:16
SPEAKER_00: And then he moved out west and started over from scratch.
10:19
SPEAKER_00: And so one of the things that I tell people if you're starting over, if you're new and you have to develop the confidence that you know your market and you know the area and that you that you're a good agent, study the market stats.
10:32
SPEAKER_00: Study the market stats obsessively, not to sound smart and it's not because your clients are going to be asking you about absorption rate every day.
10:40
SPEAKER_00: Like no one's gonna, no one's gonna ever ask you that shit.
10:43
SPEAKER_00: You're studying the market stats for you so that you feel prepared.
10:47
SPEAKER_00: So that if here's where the confidence comes from.
10:51
SPEAKER_00: You know that you've studied, you know the average sale price, you know like how the average days on market, you know absorption rate, you know all the stuff for the areas you serve.
11:00
SPEAKER_00: If someone were to ask, you would have a great, educated answer.
11:06
SPEAKER_00: If they probably won't.
11:08
SPEAKER_00: No one, no one knows about absorption rate, nobody cares.
11:10
SPEAKER_00: Uh I mean, how long will it take to sell is really the question, right?
11:13
SPEAKER_00: That so that's where that comes into play.
11:15
SPEAKER_00: But if if you've studied it and you know it, that confidence that you're prepared for those questions, you just show up better.
11:23
SPEAKER_00: So study market stats obsessively in the beginning.
11:25
SPEAKER_00: You don't have to do it forever.
11:27
SPEAKER_00: But uh if you're if you're building confidence in your ability to serve a certain client or a certain area, you gotta do it.
11:34
SPEAKER_00: Okay.
11:35
SPEAKER_00: Number three, you have to get uncomfortable on purpose.
11:38
SPEAKER_00: You have to get out of your comfort zone.
11:40
SPEAKER_00: So what I did, I door knocked.
11:42
SPEAKER_00: I did it in the rain, I did it in the snow, I did it in 105 degree temps in Salt Lake.
11:48
SPEAKER_00: Uh you're gonna go door knocking, not necessarily to list all the houses.
11:51
SPEAKER_00: Like if that happens, that's bonus.
11:53
SPEAKER_00: You're gonna go door knocking to learn the neighborhood really, really well, and to desensitize yourself to rejection, to get comfortable being rejected by somebody telling you to fuck off, people slamming the door in your face, people being dicks, which not everyone is, but when you go door knocking, you pretty soon you like you're just desensitized to it.
12:18
SPEAKER_00: And that also helps build your confidence a ton.
12:21
SPEAKER_00: You get to know the neighborhood, and I think you'd be surprised.
12:24
SPEAKER_00: You probably will get some some clients out of it if you stick to it and you're just like a nice, fun person that people enjoy talking to.
12:32
SPEAKER_00: Don't be needy.
12:34
SPEAKER_00: Now, when you're door knocking, just be cool.
12:36
SPEAKER_00: Don't be needy.
12:38
SPEAKER_00: And what I did, there's pros and cons to this.
12:42
SPEAKER_00: Uh, what I did was that I have a buyer, right?
12:45
SPEAKER_00: So, hey, I have a client who's looking to buy in this neighborhood.
12:48
SPEAKER_00: Do you know anyone?
12:48
SPEAKER_00: Have you heard any of your neighbors talking about selling their house?
12:51
SPEAKER_00: Anyone who's gonna be putting their market, sorry, putting their house on the market soon.
12:55
SPEAKER_00: Have you heard of anyone like that?
12:57
SPEAKER_00: And then it's then it's not like, hey, have you thought about selling your house?
13:01
SPEAKER_00: Which people, their guard goes up and they're like, nope.
13:03
SPEAKER_00: Like when you walk on to look at cars at a dealership and you get attacked right away, just like, I just want to look, dude.
13:08
SPEAKER_00: Leave me alone, I just want to look.
13:10
SPEAKER_00: So that's the approach I used.
13:12
SPEAKER_00: I'd probably be a little bit more laid back than that today.
13:16
SPEAKER_00: But you just want to be easy to talk to so everyone's guards down.
13:20
SPEAKER_00: And then you introduce yourself, they get to know you, and they're like, oh, cool, Dustin's an agent, and they file that away.
13:26
SPEAKER_00: And some may need it sooner than later, but that's key.
13:30
SPEAKER_00: So getting comfortable on purpose with door knocking is huge.
13:33
SPEAKER_00: I think you should, to a certain extent, practice handling objections and scripts with AI voice mode.
13:40
SPEAKER_00: So especially, uh, hey, my my friend said that they do it for 1%.
13:45
SPEAKER_00: You're telling me that you'll list it for three and a half, but uh so-and-so said they do it for one.
13:50
SPEAKER_00: Well, if you're waiting until that, until you're in the situation, you're gonna suck.
13:54
SPEAKER_00: You're gonna have a horrible response.
13:55
SPEAKER_00: You have to practice it.
13:57
SPEAKER_00: And ChatGPT, Claude, Gemini, Grok in voice mode is a great way to role play and get some pushback.
14:06
SPEAKER_00: Uh, not just that objection, but others as well.
14:09
SPEAKER_00: I think doing open houses religiously, aggressively, every weekend, even during the week, is a great way to get your name out there, to get comfortable talking to people, uh, to get to know the market and what buyers are looking for, what sellers are are looking to do.
14:25
SPEAKER_00: Uh, do it for other agents' listings.
14:27
SPEAKER_00: If you're starting out, you don't have any.
14:29
SPEAKER_00: Well, do it for other agents.
14:31
SPEAKER_00: And obviously you can gain some clients that way, but it's about getting uncomfortable and getting the reps and learning.
14:38
SPEAKER_00: Number four, building real relationships in real life.
14:41
SPEAKER_00: You've got to get out of the damn house, get out of your office, and go talk to people.
14:45
SPEAKER_00: Go to a place where people exist and talk to those people.
14:49
SPEAKER_00: I didn't do this.
14:50
SPEAKER_00: I did not do this very well.
14:52
SPEAKER_00: So if you're a parent, get your kids into jujitsu, to gymnastics and soccer, and then go be social with the other parents while they're at practice and while they're doing the games.
15:03
SPEAKER_00: HOA meetings, local Facebook groups.
15:06
SPEAKER_00: These are all ways to do be social with others in your area.
15:10
SPEAKER_00: If your neighborhood is throwing a parade on the 4th of July, go.
15:13
SPEAKER_00: Introduce yourself.
15:16
SPEAKER_00: It's not hard, but it takes getting out of your comfort zone sometimes.
15:20
SPEAKER_00: It like I'm not, I'm not an extrovert at all.
15:23
SPEAKER_00: I'm an introvert who uh masquerades as an extrovert in small bursts.
15:29
SPEAKER_00: That's a good explanation.
15:30
SPEAKER_00: That's a good description of myself, actually.
15:33
SPEAKER_00: But by getting out there and just being social and building relationships, that does wonders for your business.
15:39
SPEAKER_00: Not that you're gonna beat them over the head and say, hey, do you know anyone who's looking to buy or sell real estate?
15:44
SPEAKER_00: No.
15:45
SPEAKER_00: No, no, no.
15:46
SPEAKER_00: Just build a relationship so you have friends, so you have a network.
15:49
SPEAKER_00: So people know you, they like you, you know them, you like them.
15:53
SPEAKER_00: Simple as that.
15:54
SPEAKER_00: That will lead to business at some point, in some way.
15:58
SPEAKER_00: And then you also get to know what other people do.
16:01
SPEAKER_00: So you can build a referral pipeline with other professionals, like loan officers, contractors, divorce attorneys, landscapers, financial planners, you name it.
16:10
SPEAKER_00: When you have uh when you have a team of professionals you can refer, like painters, then that makes you more valuable to a consumer because then they're like, oh, I need landscaping done.
16:21
SPEAKER_00: Who the hell do I start with?
16:22
SPEAKER_00: And you're like, oh, I've got someone.
16:23
SPEAKER_00: They're incredible.
16:24
SPEAKER_00: Four of my clients have used them before.
16:26
SPEAKER_00: They're great.
16:26
SPEAKER_00: Blah, blah, blah.
16:27
SPEAKER_00: Here you go.
16:28
SPEAKER_00: Number five, align.
16:31
SPEAKER_00: I'm kind of leaving the most important things for last, actually.
16:34
SPEAKER_00: Like the first four were tactical.
16:38
SPEAKER_00: Build the brand before you have anything to sell, niche down immediately, get uncomfortable on purpose, build relationships in real life.
16:44
SPEAKER_00: Number five and six are bangers.
16:47
SPEAKER_00: So pay attention.
16:48
SPEAKER_00: These are huge.
16:49
SPEAKER_00: This is where these are so important to do from day one, or else you'll you might find yourself building something that you don't want.
16:56
SPEAKER_00: Number five, get around people that have already done what you are trying to do.
17:01
SPEAKER_00: If you are just trying to start, if you're just trying to sell more houses, get around agents that are selling a bunch of houses.
17:08
SPEAKER_00: Build relationships with them, be friends with them, go to events that they go to, join masterminds they go to.
17:13
SPEAKER_00: Uh go to events that they go to and just talk to people, meet people, shoot the shit with people.
17:20
SPEAKER_00: Find three to five agents already doing what you want to do and study them relentlessly.
17:25
SPEAKER_00: How have they done it?
17:26
SPEAKER_00: What have they done?
17:27
SPEAKER_00: And if you build a relationship with them, you can just ask them.
17:31
SPEAKER_00: I believe you should join a brokerage where the business model at the brokerage creates alignment with others that are a step or two or five ahead of you.
17:42
SPEAKER_00: For example, at my brokerage, through the revenue share model, okay, the revenue share model benefits you because you're able to partner with people who now have a vested financial interest in seeing you hit your goals and succeed.
17:57
SPEAKER_00: So when an agent joins me at real, I'm their business partner.
18:00
SPEAKER_00: I know so if if Bill joins me at Reel, right, and I sponsor him to Reel, uh, it's not just about revenue share.
18:08
SPEAKER_00: It's what that what that causes to happen.
18:11
SPEAKER_00: Bill is now a business partner of mine, and I am a business partner of Bill's.
18:14
SPEAKER_00: So Bill's gonna have my cell phone number.
18:16
SPEAKER_00: Bill's gonna have me in his back pocket.
18:18
SPEAKER_00: So when he needs something, when he when he's stuck, when he's trying to figure something out that I already know how to do, he just, I'm just one call away.
18:25
SPEAKER_00: I'm just one voice text away.
18:27
SPEAKER_00: And I'm I have a vested financial interest in helping Bill to do the thing because when he's successful, I earn a little bit of revenue share out of the brokerage's cut.
18:35
SPEAKER_00: So this is not about like my brokerage is best and everyone else sucks.
18:39
SPEAKER_00: It's the business model at just a couple brokerages is so powerful for you who's trying to grow because it lets you align with people who can instantly become mentors and you don't have to pay them.
18:52
SPEAKER_00: They, it's even better.
18:54
SPEAKER_00: They get paid by helping you get results.
18:57
SPEAKER_00: When someone joins me at Real, that is the relationship that happens.
19:01
SPEAKER_00: It is so powerful.
19:02
SPEAKER_00: Uh so align with people that have already done it, get a coach, get a mentor, and rather than trying to figure it out alone.
19:08
SPEAKER_00: I did that for way too long.
19:10
SPEAKER_00: Stupid.
19:10
SPEAKER_00: Last one, build a business.
19:13
SPEAKER_00: Focus on building a business, not just sales.
19:18
SPEAKER_00: It's totally understandable, especially in the beginning.
19:21
SPEAKER_00: But if you're you know, if you've been in business for 10 years and you feel like you're just doing one transaction after another, after another, and you can't ever stop the hamster wheel.
19:29
SPEAKER_00: It's because from the beginning, you were only focused on doing transactions.
19:33
SPEAKER_00: If you can start with the intention of building a business that lets you pull back and step out of and homes still get sold, you're gonna do things differently along the way.
19:44
SPEAKER_00: So it some of you are in the place where you need to start making some real decisions and start start hiring and start outsourcing and start putting systems in place.
19:51
SPEAKER_00: But some of you are in a place where, like you may in a you may be in a place where you just need to have the intention that one day you're gonna build this into a business and keep that in mind as you move forward because you're gonna do things differently.
20:03
SPEAKER_00: So track every lead source so that you know what's actually working.
20:07
SPEAKER_00: Every time you get a lead, track all your shit religiously so you know what works and what doesn't.
20:13
SPEAKER_00: And then once you know what works, you can do more of that.
20:16
SPEAKER_00: Another thing, it's not even on my notes, but this is so important.
20:19
SPEAKER_00: You have to have systems in place before you get busy.
20:22
SPEAKER_00: Because if you start doing a bunch of activity and it gets you busy, and then you start servicing those people and you stop doing what got you busy, what happens after you close those deals?
20:34
SPEAKER_00: You're right back to zero, boom and bust.
20:37
SPEAKER_00: So somewhere along the way, you have to build systems.
20:40
SPEAKER_00: You have to have get a transaction coordinator.
20:43
SPEAKER_00: Do one deal by yourself without a TC so that you can learn the paperwork and learn the process.
20:48
SPEAKER_00: One deal.
20:49
SPEAKER_00: After that, one, get a transaction coordinator.
20:52
SPEAKER_00: It is the best investment you could possibly make.
20:55
SPEAKER_00: Stop it with the I'm I'm gonna save$400 by doing it myself.
21:00
SPEAKER_00: Idiot.
21:00
SPEAKER_00: No, it doesn't work that way.
21:02
SPEAKER_00: I'm a transaction coordinator is the best, easiest hire you could possibly make.
21:07
SPEAKER_00: So do that after you close your very first deal or even right from the get-go.
21:12
SPEAKER_00: Um, set non-negotiables for you on your calendar from day one instead of letting the business consume you.
21:19
SPEAKER_00: It's amazing how full our day can get with just bullshit if we let it get out of hand.
21:26
SPEAKER_00: If we let the day control us instead of us controlling the day.
21:30
SPEAKER_00: That is it.
21:31
SPEAKER_00: Guys, start start with building a business in mind, not just selling a bunch of homes.
21:35
SPEAKER_00: And because you don't want to wake up one day after selling a bunch of homes and you're like, I don't have a business.
21:40
SPEAKER_00: I have to keep doing this into perpetuity or else the income stops.
21:43
SPEAKER_00: That's not a business.
21:44
SPEAKER_00: That's you running your own job.
21:45
SPEAKER_00: And you could have a very high-paying job, but doesn't give you any freedom, doesn't give you the ability to, you know, take a month off and help a family member who's sick or something like that, or if you get injured, or or you just want to go on vacation for a month with your family.
21:59
SPEAKER_00: You can't do that unless you have a business.
22:03
SPEAKER_00: This this industry is incredible.
22:06
SPEAKER_00: I love being an agent.
22:07
SPEAKER_00: It, but I wish that I knew these things when I got started.
22:10
SPEAKER_00: So I hope that this was helpful.
22:11
SPEAKER_00: Please share this episode with someone who needs to hear it.
22:14
SPEAKER_00: I don't care how long they've been an agent.
22:16
SPEAKER_00: There's certain things in here that will move the needle for them, even if they've been an agent successfully for 20 years.
22:21
SPEAKER_00: Send this to your broker, to your team leader, to your friends, anyone else in the industry.
22:25
SPEAKER_00: I appreciate it.
22:26
SPEAKER_00: I'll be back next week with another episode of the Massive Agent Podcast.
22:29
SPEAKER_00: Take care.