Latest / Massive Agent Podcast / The Critical Mistake Nearly ALL Agents Are Making

Transcript

The Critical Mistake Nearly ALL Agents Are Making · Massive Agent Podcast

• 0:00
  SPEAKER_01: I am watching far too many agents make the same mistake right now, and it's absolutely killing your business.
• 0:06
  SPEAKER_01: So I'm gonna save you from making that same mistake right now.
• 0:10
  SPEAKER_00: The massive agent podcast.
• 0:13
  SPEAKER_00: We need generation tips and strategies to give you more leads and sell more homes.
• 0:18
  SPEAKER_01: I love to buy houses.
• 0:19
  SPEAKER_01: I like to sell houses.
• 0:23
  SPEAKER_00: Wait a minute.
• 0:25
  SPEAKER_00: Leads a week.
• 0:26
  SPEAKER_00: You a week.
• 0:27
  SPEAKER_00: I've had better.
• 0:29
  SPEAKER_00: Oh.
• 0:30
  SPEAKER_00: Have I got your attention now?
• 0:32
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:37
  SPEAKER_01: What is up, guys?
• 0:38
  SPEAKER_01: Welcome to episode 455 of the Massive Agent Podcast.
• 0:42
  SPEAKER_01: I am your host, Dustin Brohm, in Salt Lake City, Utah.
• 0:45
  SPEAKER_01: I am tired of seeing agents making this same mistake.
• 0:49
  SPEAKER_01: And it doesn't matter if you're a brand new agent or if you've been in the business for 20 years.
• 0:53
  SPEAKER_01: I'm seeing, I'm seeing top producers and never producers all making the same mistake.
• 0:58
  SPEAKER_01: And it's absolutely crushing your business.
• 1:00
  SPEAKER_01: It's crushing your growth.
• 1:01
  SPEAKER_01: And it doesn't need to happen.
• 1:03
  SPEAKER_01: And but the reason it is happening, it actually makes a lot of sense.
• 1:07
  SPEAKER_01: And this is something that I did myself for many times throughout my career until I became conscious of it and knew better.
• 1:16
  SPEAKER_01: So today I'm going to make you conscious of it and teach you to do better.
• 1:21
  SPEAKER_01: If you look, if you're already selling homes, let's say you've sold 15 homes in the last 12 months and you're spending a lot of your time right now trying to find new things to do, new ways of getting business, you're screwing up.
• 1:35
  SPEAKER_01: The fastest way to sell more homes, if we're just oversimplifying, okay, I should probably turn on my do not disturb.
• 1:41
  SPEAKER_01: If we are just oversimplifying and zooming all the way out, if you've sold 15 homes in the last 12 months, go look at each one of those.
• 1:50
  SPEAKER_01: How the hell did you get that client?
• 1:52
  SPEAKER_01: How did you get that business?
• 1:53
  SPEAKER_01: How did they come your way?
• 1:55
  SPEAKER_01: And then do more of that.
• 1:57
  SPEAKER_01: If you're constantly chasing this like new lead gen strategies, new ways of getting business, when you don't already have the have something mastered, you're screwing up.
• 2:09
  SPEAKER_01: You're jumping from one thing to another.
• 2:10
  SPEAKER_01: You have to master something.
• 2:12
  SPEAKER_01: Maybe it's you've mastered referrals or your sphere of influence, or maybe you do pop buys because you're part of the Brian Buffini world and that works for you.
• 2:20
  SPEAKER_01: Or you send handwritten notes to people and that works for you.
• 2:23
  SPEAKER_01: Cool.
• 2:24
  SPEAKER_01: Then you can figure out what else you can add to the lead gen machine.
• 2:28
  SPEAKER_01: But if you're in a place where you feel like you are struggling, and unfortunately, there's far too many agents who are in this place right now.
• 2:36
  SPEAKER_01: Brand new agents, veteran agents, doesn't matter.
• 2:40
  SPEAKER_01: Someone who I know and love dearly just left the industry and they were a big producer in their market, then they moved to a new one and just a different world, I guess, and uh and they struggled.
• 2:53
  SPEAKER_01: So if you are chasing new things, you're you're skipping over what's already worked.
• 2:59
  SPEAKER_01: If you've sold homes in the past recently, just go look at how you did that.
• 3:05
  SPEAKER_01: Guys, this is not super complicated.
• 3:07
  SPEAKER_01: Go look at the last 10 to 15 sales that you did.
• 3:10
  SPEAKER_01: How did you get that business?
• 3:12
  SPEAKER_01: And then do more of that.
• 3:13
  SPEAKER_01: I bet you'll find a trend there.
• 3:15
  SPEAKER_01: You'll find, okay, well, six of them came from this, four of them came from this.
• 3:19
  SPEAKER_01: Figure out what those things are, and then do more of that.
• 3:24
  SPEAKER_01: This is not rocket science.
• 3:26
  SPEAKER_01: But if you're I look, your ambition can actually work against you.
• 3:30
  SPEAKER_01: Your ambition, your hunger, your desire to build a business can actually work against you because you're like, oh, I've got to I gotta do this new thing, you know, I'm working so hard, I'm putting in all this effort, I'm gonna do this and blow this up.
• 3:44
  SPEAKER_01: But that's good, but it's not great because the goal is to sell homes.
• 3:50
  SPEAKER_01: And if you stop selling homes as you're trying to like figure out some new thing that you haven't done yet, what about all the shit that's been working?
• 3:56
  SPEAKER_01: I know maybe you're not selling as many homes as you'd like, but just go back.
• 4:01
  SPEAKER_01: Let's say door knocking is what got you a bunch of business or open houses.
• 4:05
  SPEAKER_01: That's more likely.
• 4:06
  SPEAKER_01: Okay.
• 4:07
  SPEAKER_01: Open houses are how you've gotten a ton of business.
• 4:10
  SPEAKER_01: Well, wouldn't it make sense then if you've been doing one open house a week and then you sell a home a month from that?
• 4:17
  SPEAKER_01: One open house a week, you sell one home a month.
• 4:19
  SPEAKER_01: What if you did five open houses a week?
• 4:22
  SPEAKER_01: If that shit works for you and you have it figured out and you've done it multiple times, wouldn't it make sense to just go do more of that thing rather than let me do something new?
• 4:33
  SPEAKER_01: Now, I believe, okay, this is where you you've got to understand the nuance here, all right?
• 4:38
  SPEAKER_01: You can't you have the the capability, you have the ability to to walk and chew gum at the same time.
• 4:44
  SPEAKER_01: You can do a couple things at once.
• 4:46
  SPEAKER_01: I get it.
• 4:47
  SPEAKER_01: But the majority of your focus needs to be on what's already working.
• 4:52
  SPEAKER_01: So if that thing for you is open houses and you and one open house a week is consistently producing one closing a month, then why the hell aren't you doing five open houses a week?
• 5:03
  SPEAKER_01: Seriously.
• 5:04
  SPEAKER_01: Like why it seems like the the easiest thing ever.
• 5:09
  SPEAKER_01: If pop buys bring you business and bring you referrals and you get one referral a month, we'll do twice as many.
• 5:15
  SPEAKER_01: Do twice as many of the things that got you the deals, right?
• 5:21
  SPEAKER_01: If if you if you figured out, this is just a rough example, for every 40 videos you put on Instagram, you get a client from, well, then you should go post 80 and get two clients.
• 5:33
  SPEAKER_01: Or go post 160 and get four clients.
• 5:35
  SPEAKER_01: You see where I'm going here?
• 5:36
  SPEAKER_01: This is not this is not complicated.
• 5:38
  SPEAKER_01: Please recognize when you're chasing the shiny object at the to the detriment of something in your business that's already been proven to work.
• 5:51
  SPEAKER_01: Maybe it's not sexy, maybe you don't love it, maybe maybe you don't know.
• 5:55
  SPEAKER_01: Okay, let's be real here.
• 5:57
  SPEAKER_01: Maybe you don't know how to get more of that thing.
• 5:59
  SPEAKER_01: So if referrals have been working for you, but you feel like you're out of con, like you don't have control over your referrals, let's talk about that.
• 6:08
  SPEAKER_01: This is a situation where maybe you do look for a new strategy or a strategy you're already doing that you really just commit to in a major way.
• 6:17
  SPEAKER_01: Referrals.
• 6:18
  SPEAKER_01: The more people know you, or sorry, the the more people are reminded of you, right?
• 6:24
  SPEAKER_01: Because referrals come from people that already know you, the more that those people, your your friends, your your clients, your neighbors, people you went to school with, the more they see you, the more referrals you get.
• 6:36
  SPEAKER_01: Well, then we need to do more things that that help them see you.
• 6:40
  SPEAKER_01: So the social media showing up in their damn newsfeed.
• 6:45
  SPEAKER_01: That's the easiest it takes a commitment, right?
• 6:49
  SPEAKER_01: I'm not saying it is easy.
• 6:50
  SPEAKER_01: It's the simplest thing, right?
• 6:54
  SPEAKER_01: Just show up more in their newsfeed and they're gonna remember you more and you're gonna get more referrals from your network, right?
• 7:00
  SPEAKER_01: Also, comment on their stuff.
• 7:02
  SPEAKER_01: What if you just for an extra 30 minutes a day, you just time block an extra 30 minutes a day, or stop wasting 30 somewhere else, which we know you're doing, we all do, and you commit 30 minutes a day to just commenting on other people's stuff.
• 7:16
  SPEAKER_01: And you go into your Facebook, you go into your Instagram, and the people who are in your local sphere of influence, you just start to comment and be social on their stuff.
• 7:25
  SPEAKER_01: It doesn't mean that you have to go create all this new content.
• 7:28
  SPEAKER_01: I think you should do that.
• 7:30
  SPEAKER_01: I I absolutely think you should, but in order for more people in your network to see you and then refer you, you've got to show up more.
• 7:39
  SPEAKER_01: Comments, commenting on their stuff, replying to their stories is one of the fastest and easiest ways to do that.
• 7:47
  SPEAKER_01: Because it's a notification just like anything else.
• 7:50
  SPEAKER_01: Whether you show up in their feed with a video or you show up in their notifications as a comment or a story reply, it has the same effect.
• 8:00
  SPEAKER_01: So understand.
• 8:03
  SPEAKER_01: Guys, this is so damn simple.
• 8:05
  SPEAKER_01: This is so basic.
• 8:06
  SPEAKER_01: And that and that's why I'm spending time on this, because we we so easily look past the basic tried and true shit.
• 8:14
  SPEAKER_01: Wow.
• 8:15
  SPEAKER_01: And we we we we're like, well, I need something different, I need something new, I need something innovative.
• 8:19
  SPEAKER_01: Why?
• 8:20
  SPEAKER_01: Why do you?
• 8:22
  SPEAKER_01: Well, Claude can do this, uh, Claude can build me a fucking landing page and blah, blah.
• 8:27
  SPEAKER_01: Awesome.
• 8:28
  SPEAKER_01: Cool.
• 8:29
  SPEAKER_01: Go where'd your last 10 closings come from?
• 8:31
  SPEAKER_01: Go do more of that.
• 8:33
  SPEAKER_01: Simple as that.
• 8:34
  SPEAKER_01: And I would bet you a vast majority of those closings came from referrals somehow, somehow.
• 8:41
  SPEAKER_01: So then you need the people that already know you to see you more often.
• 8:44
  SPEAKER_01: Show up in their news feed with content, show up in their notifications with comments and replies.
• 8:50
  SPEAKER_01: Time block that shit.
• 8:51
  SPEAKER_01: You do that for 30 to 60 days, I guarantee you're gonna start to get more referrals.
• 8:56
  SPEAKER_01: You're gonna have more conversations happening, you're going to feel the momentum, which then right, you you feel like that snowball rolling down the hill.
• 9:04
  SPEAKER_01: And you start to get some traction, you start to feel good, and that leads to more success and more conversations and more closings and all this stuff.
• 9:11
  SPEAKER_01: This is not super complicated.
• 9:13
  SPEAKER_01: I am a huge, huge, huge fan, obviously, because I built my entire coaching business around this, around social media being the greatest free tool to get business.
• 9:26
  SPEAKER_01: However, you've got to know when to use it, you've got to know how to use it, and you've got to know when to put in the effort and when to focus on the tried and true stuff.
• 9:35
  SPEAKER_01: I believe absolutely there's a there's a world where you can fit it all in.
• 9:40
  SPEAKER_01: I recommend you get, you figure out the right way to use social content, the right way to do calls to action, the right ways to use lead magnets.
• 9:48
  SPEAKER_01: This is what I teach in the Instagram listing blitz courses, what I teach in my uh clients from social courses, what like this is everything that I teach people, but it takes time to learn it, to practice a little bit, to implement it, you know, and and make some tweaks.
• 10:01
  SPEAKER_01: It's it's not as simple as post these words and you'll get clients.
• 10:04
  SPEAKER_01: If it was that easy, I'd be a fucking trillionaire as a real estate coach.
• 10:08
  SPEAKER_01: It's not that easy.
• 10:09
  SPEAKER_01: There's a there's a lot more to it.
• 10:11
  SPEAKER_01: It it takes time.
• 10:12
  SPEAKER_01: You've got to figure out like, okay, those words in what context and then in what order, and are those words even relevant to your specific audience and your specific goals?
• 10:22
  SPEAKER_01: You get the point.
• 10:24
  SPEAKER_01: So, guys, today, right now, just go go into your CRM, log into your app.
• 10:29
  SPEAKER_01: Where'd your last 10 deals come from?
• 10:31
  SPEAKER_01: Where'd they come from?
• 10:32
  SPEAKER_01: Where were they leads?
• 10:33
  SPEAKER_01: Where'd those come from?
• 10:34
  SPEAKER_01: Facebook ads?
• 10:35
  SPEAKER_01: Did they come from Zillow?
• 10:36
  SPEAKER_01: Did they come from the team?
• 10:38
  SPEAKER_01: Like, where'd they come from?
• 10:39
  SPEAKER_01: Open houses, do more of that.
• 10:41
  SPEAKER_01: If it came from ads, double your ad spend.
• 10:44
  SPEAKER_01: Do more, like do run twice or three times as many ads.
• 10:47
  SPEAKER_01: If it came from open houses, do more open houses.
• 10:50
  SPEAKER_01: If it came from door knocking, knock more doors.
• 10:53
  SPEAKER_01: If it came from a text blast, send another one.
• 10:59
  SPEAKER_01: You see where I'm going with this.
• 11:00
  SPEAKER_01: This is this is something that you all have control of.
• 11:03
  SPEAKER_01: If you've sold one house ever, you can sell a thousand.
• 11:09
  SPEAKER_01: If you've sold one house ever, you now have evidence of what you can do that is proven to work to get you a closing.
• 11:17
  SPEAKER_01: Go do more of that.
• 11:21
  SPEAKER_01: Please share this episode with someone who needs to hear it.
• 11:24
  SPEAKER_01: Share it with your team leader, share it with another agent on the team, share it with your friends, share it with an agent you know is struggling.
• 11:29
  SPEAKER_01: Hell, share it with the CEO of your brokerage.
• 11:32
  SPEAKER_01: I don't care, but but help this message to reach agents because right now there's so much noise, there's so much distraction, there's all this AI stuff, which I get.
• 11:40
  SPEAKER_01: I'm a huge fan of AI.
• 11:42
  SPEAKER_01: Used in specific situations in specific ways.
• 11:46
  SPEAKER_01: Agents need this message more than ever.
• 11:48
  SPEAKER_01: Please help me get it in front of those agents, and I'll keep coming back with great episodes of the Massive Agent Podcast.
• 11:54
  SPEAKER_01: I'll see you guys next week.