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One Common Trait of EVERY Top-Producing Agent · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, I'm going to share with you the common trait that all top producing agents have and how you can get it yourself.
• 0:07
  SPEAKER_02: The Massive Agent Podcast.
• 0:10
  SPEAKER_02: We need generation tips and strategies to give you more leads and sell more homes.
• 0:15
  SPEAKER_00: I love to buy houses, I like to sell houses.
• 0:20
  SPEAKER_00: Wait a minute.
• 0:22
  SPEAKER_02: Leads a week.
• 0:23
  SPEAKER_02: You're a week.
• 0:24
  SPEAKER_02: I've had better.
• 0:26
  SPEAKER_02: Oh.
• 0:27
  SPEAKER_02: Have I got your attention now?
• 0:29
  SPEAKER_02: Here's your host, Dustin Brome.
• 0:34
  SPEAKER_00: What is up, guys?
• 0:35
  SPEAKER_00: Welcome to episode 424 of the Massive Agent Podcast.
• 0:38
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah, the winterless Salt Lake City.
• 0:44
  SPEAKER_00: I think I bitched about it last week, but it's still, my kids were outside in their underwear the other day, 60 degrees, playing in the backyard, running around on February 1st.
• 0:55
  SPEAKER_00: Yeah.
• 0:55
  SPEAKER_00: That's usually it's covered in snow.
• 0:57
  SPEAKER_00: Weird.
• 0:58
  SPEAKER_00: We just don't have winter this year.
• 0:59
  SPEAKER_00: Interesting.
• 0:59
  SPEAKER_00: Anyways, enough about the weather, the snow or the lack thereof.
• 1:03
  SPEAKER_00: I'm going to break down for you today the common trait that is shared by all top agents.
• 1:10
  SPEAKER_00: Every agent that you look up to, every agent that you're chasing in your business, and you're like, oh my gosh, I just want to get to their level of business.
• 1:18
  SPEAKER_00: They all share the same trait.
• 1:19
  SPEAKER_00: And I'm going to share with you how once you know what it is, you can instantly flip a switch and do it too.
• 1:26
  SPEAKER_00: It's not rocket science.
• 1:27
  SPEAKER_00: You can do it if you're a brand new agent.
• 1:28
  SPEAKER_00: You can do it if you've been in the industry for 40 years.
• 1:31
  SPEAKER_00: You can do it if you have a giant audience or no audience at all.
• 1:34
  SPEAKER_00: It doesn't matter.
• 1:35
  SPEAKER_00: Every single one of you can do it.
• 1:36
  SPEAKER_00: It just takes a decision and knowing what the hell I'm talking about.
• 1:40
  SPEAKER_00: So before I get into that, make sure that you check out the Massive Agent YouTube channel for my new video this week where I break down how one simple text message, even though I give you three of them, one simple text message can bring about a dozen new deals in the next seven days when done right.
• 1:57
  SPEAKER_00: And I give you three of these texts.
• 1:58
  SPEAKER_00: It's all broken down on YouTube.
• 2:00
  SPEAKER_00: I tell you who to send it to, what exactly to say.
• 2:03
  SPEAKER_00: All you need to do is go to the Massive Agent YouTube channel and click play.
• 2:07
  SPEAKER_00: And do me a favor, since I'm trying to establish myself on YouTube, watch the video to the end.
• 2:13
  SPEAKER_00: If you need to put it on 1.5 or 2x speed or whatever, totally fine.
• 2:16
  SPEAKER_00: Not going to offend me at all.
• 2:18
  SPEAKER_00: Watch it through to the end because also number three, text number three, is one that works great with your buyer leads, all those old buyer leads that have piled up in your CRM.
• 2:28
  SPEAKER_00: You're going to want to send them text number three.
• 2:30
  SPEAKER_00: And then there's a bonus tip at the end as well.
• 2:32
  SPEAKER_00: So see it through to the end.
• 2:34
  SPEAKER_00: Help me out with some extended watch time.
• 2:36
  SPEAKER_00: And then drop a comment on the YouTube video and let me know which text you're going to try first.
• 2:41
  SPEAKER_00: And then check back and let me know what kind of results you have, because I bet you'd get a ton of new business, a ton of new conversations by sending a few simple texts.
• 2:50
  SPEAKER_00: So go check that out over on the Massive Agent YouTube channel.
• 2:53
  SPEAKER_00: So what am I talking about today?
• 2:54
  SPEAKER_00: This common trait among top agents.
• 2:57
  SPEAKER_00: Well, this is not this is not going to blow your mind, but it's something that has been in front of your face for quite a while.
• 3:05
  SPEAKER_00: And some of you are good at this, some of you are good at this to a certain extent, but all of us suck at this sometimes and we need to do better.
• 3:14
  SPEAKER_00: The common trait that all top agents have in common is they are not building by themselves.
• 3:20
  SPEAKER_00: They are not stuck in a corner all by themselves trying to figure shit out.
• 3:24
  SPEAKER_00: They are collaborating with and learning from other top agents that have already figured it out.
• 3:30
  SPEAKER_00: When I look at all the agents across the industry who are crushing it, they're all doing, they're all leveraging the experience of others.
• 3:39
  SPEAKER_00: They attend masterminds, they attend networking events, they have relationships with other top agents, they maybe hire the same coaches as some of the other top agents they look up to.
• 3:50
  SPEAKER_00: But there's this epidemic in entrepreneurship, especially in the real estate space, where, and look, I did this in the beginning of my career too.
• 4:00
  SPEAKER_00: You sit in the corner, you're doing your thing, you're proud that you're independent and that you have your freedom and your flexibility, and that's great.
• 4:07
  SPEAKER_00: But then you're just beating your head against the wall trying to solve problems that literally hundreds of thousands of agents have already solved.
• 4:16
  SPEAKER_00: It's dumb to do that.
• 4:19
  SPEAKER_00: So, what I'm telling you to do is this when you get stuck, ask another agent how they got past that point.
• 4:27
  SPEAKER_00: If you have a certain problem, ask other agents who have already solved it how they solved it.
• 4:33
  SPEAKER_00: Get into rooms with agents that are bigger, better, better marketers, better sellers, better closers, better objection handlers, whatever it is.
• 4:42
  SPEAKER_00: You need to be in environments like that.
• 4:44
  SPEAKER_00: Now, you don't always have to pay for those.
• 4:45
  SPEAKER_00: There's free masterminds.
• 4:46
  SPEAKER_00: I mean, hell, I do a free mastermind every Tuesday.
• 4:49
  SPEAKER_00: You can go to real what is it, realagentmastermind.com and register for that for free.
• 4:53
  SPEAKER_00: Every Tuesday I do a mastermind open to anyone.
• 4:56
  SPEAKER_00: You don't have to be at real.
• 4:58
  SPEAKER_00: It's open to real agents and our guests.
• 5:01
  SPEAKER_00: And I'm inviting you as my guest, realagentmastermind.com, if you want to register for that, totally free to get in the room with other great agents that are crushing it on social or with prospecting or uh with lead gen, whatever.
• 5:14
  SPEAKER_00: You can join masterminds, you can listen to podcasts.
• 5:17
  SPEAKER_00: Hopefully you've gotten some good shit from this podcast over however long you've been listening, over the years, that has helped you know take a big leap forward in your business.
• 5:27
  SPEAKER_00: Here's the thing if you are if you're not learning from others, you are literally doing it the hardest way possible.
• 5:36
  SPEAKER_00: Because when you listen to a podcast or watch a YouTube video from somebody, or take someone's course or mastermind, or or like listen to an interview they do, or join join a call that they're on, you're able to literally like if they've let's say they've been been in business for 15 years and they figured all this stuff out and you're trying to like you're down here trying to figure out all the how do you solve all those problems?
• 5:57
  SPEAKER_00: They've already solved them, they already have the solutions, and you can just grab their expertise and download it into your own business.
• 6:04
  SPEAKER_00: Maybe that costs money.
• 6:06
  SPEAKER_00: Maybe you have to make a financial investment to get their course or their training or attend their mastermind or be part of their community or whatever.
• 6:14
  SPEAKER_00: What an amazing cheat code that is, where you can just take some money and invest it into speeding up, uh like just speeding things up, just reducing the learning curve.
• 6:27
  SPEAKER_00: When I was starting out in this business with marketing, especially, with content marketing and trying to figure shit out, trying to figure out social media, I didn't have enough money.
• 6:38
  SPEAKER_00: I had no money.
• 6:39
  SPEAKER_00: Okay.
• 6:40
  SPEAKER_00: Now I could have found a few hundred bucks here or there, a thousand dollars here or there.
• 6:43
  SPEAKER_00: I could have done that, I could have borrowed it, I could have put it on a credit card, I could have sold something, I could have figured it out.
• 6:49
  SPEAKER_00: But my excuse was I don't have enough money, so I just need to do YouTube university.
• 6:54
  SPEAKER_00: Look, I get it.
• 6:55
  SPEAKER_00: You can learn a lot of great shit from YouTube, and I still today use YouTube to learn a bunch of stuff, of course.
• 7:02
  SPEAKER_00: But there's certain things where certain, especially in our space, certain systems that you want to set up, certain ways of doing business, uh certain, like if you're trying to learn certain scripting or a certain formula for doing content in an effective way to grow your followers and to increase conversations.
• 7:21
  SPEAKER_00: When you if you can just take someone else's expertise that took them years of trial and error to learn and pay$500,$1,500, whatever to get it and implement it in your business today, that is agents think that that's expensive.
• 7:38
  SPEAKER_00: I'll tell you what's expensive.
• 7:41
  SPEAKER_00: Going it alone for who knows how long, let's say a year or three, trying to figure some shit out that's already been done.
• 7:48
  SPEAKER_00: How much lost income do you have?
• 7:51
  SPEAKER_00: How many homes have you not sold?
• 7:54
  SPEAKER_00: How many commission checks have you missed out on, or are you missing out on currently because you're insisting on going it alone, or you're being a penny pincher and you're not investing in a course or a training or a mastermind or an event.
• 8:07
  SPEAKER_00: So you can learn how to do shit today.
• 8:10
  SPEAKER_00: I contend that instead of beating your head against the wall, trying to figure something out, trying to reinvent the wheel that's already been figured out, it's already been invented.
• 8:20
  SPEAKER_00: If you could spend$1,000, if you could invest a thousand bucks, let's say it's$3,000, okay?
• 8:25
  SPEAKER_00: And invest that to learn what you need to know, to start selling a bunch of homes today today or this week or this month, to implement it now, and you start selling an extra home a month.
• 8:37
  SPEAKER_00: That's it.
• 8:37
  SPEAKER_00: You start selling an extra home a month, you sell an extra home a month for the next year, 12 extra homes.
• 8:43
  SPEAKER_00: Do you think you've made more than that$3,000 investment?
• 8:46
  SPEAKER_00: Of course you have, unless you're selling cardboard boxes.
• 8:50
  SPEAKER_00: You're making a ton more.
• 8:52
  SPEAKER_00: Look, I think it's human nature to not think about the lost opportunity.
• 8:58
  SPEAKER_00: How much does it cost you to not do a thing?
• 9:01
  SPEAKER_00: Because it's more intangible.
• 9:02
  SPEAKER_00: It's very simple to be like, oh, I want to take that course.
• 9:05
  SPEAKER_00: It's$3,000.
• 9:07
  SPEAKER_00: I don't have$3,000, so shit.
• 9:10
  SPEAKER_00: I'm just going to go learn it myself.
• 9:12
  SPEAKER_00: I get that.
• 9:13
  SPEAKER_00: And that, by the way, that's noble.
• 9:15
  SPEAKER_00: And that is in a way, that's actually showing that you're resilient enough to not stop that you're going to go figure that shit out on your own.
• 9:23
  SPEAKER_00: I get it.
• 9:24
  SPEAKER_00: But if you really understood the uh the missed income opportunity, how many homes you're not going to sell by not learning a certain skill or implementing a certain system or doing a certain thing today?
• 9:38
  SPEAKER_00: If you really think about that, an extra home a month, maybe it's more.
• 9:42
  SPEAKER_00: Maybe an extra uh 16 homes in a year, maybe an extra 16 homes over two years.
• 9:48
  SPEAKER_00: I don't know.
• 9:48
  SPEAKER_00: What's your average commission check?
• 9:50
  SPEAKER_00: Multiply that by 16.
• 9:52
  SPEAKER_00: That's the missed opportunity.
• 9:54
  SPEAKER_00: And you're here not willing to spend 199 or 599 or whatever to just get the thing today and implement it today.
• 10:04
  SPEAKER_00: The top agents that you're chasing, that you're emulating, that you're trying to get into their shoes one day, they are using their money, their resources to invest in quicker results.
• 10:16
  SPEAKER_00: They're buying time.
• 10:18
  SPEAKER_00: You can do the same thing.
• 10:20
  SPEAKER_00: You just have to be a little bit think outside the box.
• 10:22
  SPEAKER_00: Okay, if you don't have$1,000, how can you get it?
• 10:26
  SPEAKER_00: This is the this is another common trait the top agents have.
• 10:31
  SPEAKER_00: I'd say just successful people in general have.
• 10:35
  SPEAKER_00: When you run into a roadblock, let's say, oh, there's a certain course, a certain system that you want to implement, and it's$1,500.
• 10:42
  SPEAKER_00: I don't have$1,500.
• 10:45
  SPEAKER_00: Top agents never just stop there and think, oh, I can't afford it.
• 10:48
  SPEAKER_00: They ask themselves this question: how can I afford it?
• 10:53
  SPEAKER_00: And when you when you reframe it and you start asking yourself a different question, how can I do that?
• 10:58
  SPEAKER_00: Instead of telling yourself, I can't, I can't afford it, I don't have time to do that thing, uh, that's not possible, whatever.
• 11:06
  SPEAKER_00: Instead, it's how can I do the thing?
• 11:08
  SPEAKER_00: How can I find time to do the thing?
• 11:10
  SPEAKER_00: How can I afford to do that thing?
• 11:12
  SPEAKER_00: Then you start thinking productively, creatively, and you start thinking about solutions instead of just turning your mind off.
• 11:19
  SPEAKER_00: That is what top agents do.
• 11:21
  SPEAKER_00: That is what successful people do, and that is what the future version of yourself will do as soon as you decide to step up.
• 11:30
  SPEAKER_00: Don't let lack of money or resources hold you back from just speeding up results.
• 11:38
  SPEAKER_00: If you save yourself three months of trial and error, for example, my clients from social mini course.
• 11:45
  SPEAKER_00: If you've if you've attended the the clientsfromsocial.com masterclass, at the end, I show you, like I give you all the stuff to do, and I say, here you go, go do it, or here's a bunch more that I've just done for you, and you can copy and paste it, and here you go.
• 11:59
  SPEAKER_00: And it and it's less than$300.
• 12:02
  SPEAKER_00: Okay.
• 12:04
  SPEAKER_00: And if you're like, well, I can't come up with$300, I get it because I've been in places where I literally don't have$300.
• 12:11
  SPEAKER_00: But the alternative, if you don't become resourceful, and if you don't invest, if you don't figure out how to come up with that$300, for example, and by the way, the course is less than that, but that's just an example.
• 12:23
  SPEAKER_00: If you don't ask yourself, how can I afford this thing?
• 12:27
  SPEAKER_00: Then you're going to that means all the stuff that it would have taught you, all the resources that you want, all of those tools that you want that you know would move the needle in your business, you will not have, meaning you've got to go learn all that shit yourself.
• 12:42
  SPEAKER_00: How long is that going to take?
• 12:43
  SPEAKER_00: What if you could just have it today?
• 12:46
  SPEAKER_00: It just takes being a little bit resourceful and thinking outside the box and saying, How can I have the thing?
• 12:50
  SPEAKER_00: How can I afford it?
• 12:52
  SPEAKER_00: How can I find time to do the thing?
• 12:55
  SPEAKER_00: Instead of saying, I don't know someone that's already solved that problem, think, how can I find someone who has?
• 13:01
  SPEAKER_00: My mother, God bless her, she lives down in Mexico part-time, uh, bought bought a house down there.
• 13:07
  SPEAKER_00: So she spends, you know, she spends most of her time in Mexico.
• 13:11
  SPEAKER_00: Incredible.
• 13:12
  SPEAKER_00: But she was having an issue with like, because Mexico does things very differently.
• 13:16
  SPEAKER_00: We're we're very blessed here in the States that we have efficient online systems because to get new license plates, because she moved from one place to another into a different state, she had to get new license plates and a new registration.
• 13:32
  SPEAKER_00: The process to go through that down there is absolutely mind-bending.
• 13:36
  SPEAKER_00: It'll make blood shoot out of your eyes.
• 13:37
  SPEAKER_00: I will spare you.
• 13:38
  SPEAKER_00: But it is the most ridiculous, most inefficient bullshit I've ever heard.
• 13:41
  SPEAKER_00: Anyways, she got so frustrated one day because she's like, I like, I'm stuck.
• 13:46
  SPEAKER_00: I don't know what to do.
• 13:47
  SPEAKER_00: Like, this none of this makes any sense.
• 13:49
  SPEAKER_00: It's all so stupid.
• 13:51
  SPEAKER_00: And I'm like, okay, it is not uh so here's here's the exercise that I ran her through.
• 13:56
  SPEAKER_00: I'm like, look, are you the only one in Mexico that's experiencing this problem?
• 14:00
  SPEAKER_00: She said, no.
• 14:01
  SPEAKER_00: Everybody that moves has to go through the same problem or the same process.
• 14:05
  SPEAKER_00: They have to, they all have to do the same thing.
• 14:07
  SPEAKER_00: I'm like, okay, so other people have solved the problem.
• 14:09
  SPEAKER_00: Yes, yes.
• 14:11
  SPEAKER_00: Okay, who do you know that's solved this problem?
• 14:14
  SPEAKER_00: I don't know.
• 14:15
  SPEAKER_00: I don't know anyone that's that's how to do this.
• 14:17
  SPEAKER_00: I'm like, okay, your neighbor.
• 14:19
  SPEAKER_00: Is your neighbor American?
• 14:20
  SPEAKER_00: Have they moved down there?
• 14:21
  SPEAKER_00: Like, oh yeah, yeah, so and so has.
• 14:24
  SPEAKER_00: Have they always lived in the spot that they're at now, or did they come from somewhere else?
• 14:27
  SPEAKER_00: You know what?
• 14:27
  SPEAKER_00: They actually moved too.
• 14:28
  SPEAKER_00: Like, cool.
• 14:29
  SPEAKER_00: So we started to ask, who do you know who has already solved the problem that might have a solution?
• 14:35
  SPEAKER_00: And once we started to do that, she was able to go and talk to a couple people, and they're like, oh, go talk to this person, go to that place.
• 14:42
  SPEAKER_00: And even though it's still a pain in the ass and a ridiculous process, she just borrowed their expertise and their the the solution that they already had that my mother did not, just by asking different questions.
• 14:55
  SPEAKER_00: So I would encourage you, wherever you're at in your career, to ask better questions.
• 15:01
  SPEAKER_00: How can you solve the thing?
• 15:02
  SPEAKER_00: It if you going back to our very first trait of top agents, being in business with others, building, not building by yourself in isolation, being in collaboration with others.
• 15:14
  SPEAKER_00: If you don't know who to collaborate with, ask yourself, who do you know who could potentially connect you with people to collaborate with?
• 15:23
  SPEAKER_00: And then go talk to them and say, hey, would you introduce me to so-and-so?
• 15:28
  SPEAKER_00: And there's always a solution.
• 15:32
  SPEAKER_00: In real estate, we are not we are not rocket scientists, we are not inventing new products, we are not inventing new blockbuster drugs that have never that the world's never seen before.
• 15:42
  SPEAKER_00: We are selling homes, we are building a business that is repeatable, that is not super complex.
• 15:49
  SPEAKER_00: Others have figured it out.
• 15:51
  SPEAKER_00: Wouldn't it make sense instead of you taking years to figure it out yourself and incrementally getting a little bit better each time?
• 15:58
  SPEAKER_00: What if you just said, you know what, damn it, I want that blueprint from that person.
• 16:02
  SPEAKER_00: Tell me what to do right now today, and then over the next 30 days you implement it and you're three years ahead.
• 16:07
  SPEAKER_01: How much more how much money are you going to make now as a result of being three years ahead?
• 16:15
  SPEAKER_01: I think you get my point.
• 16:18
  SPEAKER_00: When we get stuck, it's very easy to just turn our mind off and think, oh, that's the end of the road.
• 16:24
  SPEAKER_00: I can't do this, I can't do that.
• 16:26
  SPEAKER_00: That can't be bullshit.
• 16:28
  SPEAKER_00: We need to stop being little bitches.
• 16:31
  SPEAKER_00: You need to dust yourself off and say, How can I do this?
• 16:34
  SPEAKER_00: Or who do I know who's already figured this out?
• 16:37
  SPEAKER_00: And then get in a room with that person, hire them, ask them.
• 16:41
  SPEAKER_00: I mean, if it's a listing presentation, like I talked to an agent the other day that's like, my listing presentation sucks, but like I, you know, I keep trying to make it better.
• 16:48
  SPEAKER_00: I'm like, why don't you just go get a better listing presentation from from somebody that does it at a high level that converts everybody?
• 16:56
  SPEAKER_00: Like, well, I don't know anyone like that.
• 16:57
  SPEAKER_00: Like, well, I do, and I connected them with the person.
• 16:59
  SPEAKER_00: I'm like, hey, will you share your listing presentation?
• 17:02
  SPEAKER_00: They're like, sure, here's the Canva template.
• 17:05
  SPEAKER_00: And within 120 seconds, they had a Canva template of a listing presentation that they were crushing it with.
• 17:13
  SPEAKER_00: Then they sent the script of how they use it.
• 17:16
  SPEAKER_00: And by the way, like that in and of itself is not the solution to everything.
• 17:21
  SPEAKER_00: It's how you use it, it's your tone, it's your personality, like there's all these other factors, of course.
• 17:26
  SPEAKER_00: But having a solid listing presentation that is proven to work really, really well gives you a big leap forward, of course.
• 17:35
  SPEAKER_00: So within 120 seconds, now this agent got that.
• 17:38
  SPEAKER_00: It cost them nothing.
• 17:39
  SPEAKER_00: They just had to ask someone who knew someone who had it.
• 17:42
  SPEAKER_00: That person shared it, now they have it.
• 17:44
  SPEAKER_00: And then they just have to go and customize some stuff and implement it and practice using it.
• 17:49
  SPEAKER_00: Be more freaking resourceful.
• 17:51
  SPEAKER_00: Stop throwing a pity party.
• 17:53
  SPEAKER_00: You are you are where you're at because you chose to be.
• 17:56
  SPEAKER_00: You are where you're at in your career because you chose to be, not because that's all you're capable of.
• 18:01
  SPEAKER_00: That's absolute bullshit.
• 18:03
  SPEAKER_00: You there are there are agents who are so much more dumb, so much less talented, so much less ethical, so much less capable than you that are making 10 times the amount of money you are because they just don't let themselves get stuck.
• 18:21
  SPEAKER_00: They don't let themselves get stopped.
• 18:23
  SPEAKER_00: They're too stubborn to get stopped.
• 18:27
  SPEAKER_00: They just keep plowing forward.
• 18:29
  SPEAKER_00: Maybe because they're too dumb to know that they could stop there.
• 18:33
  SPEAKER_00: Either way, there's agents far less capable than you making a ton more money because you have chosen to get stuck.
• 18:42
  SPEAKER_00: Go do the work, go be resourceful, go invest in the resources to shorten the learning curve and have the thing right now.
• 18:49
  SPEAKER_00: And if you haven't yet, go to clientsfromsocial.com, attend my free masterclass to show you how to get 12 new deals a month for free without buying leads.
• 18:58
  SPEAKER_00: And then pay attention at the end because I have one of those resources for you.
• 19:02
  SPEAKER_00: I appreciate you listening.
• 19:04
  SPEAKER_00: Share this with someone that needs to hear it.
• 19:06
  SPEAKER_00: Share this with an agent, a broker, a team leader, post it in a Facebook group, tag me if you share it in your story on Instagram.
• 19:12
  SPEAKER_00: Thank you for listening.
• 19:13
  SPEAKER_00: I'll see you guys next week.