Latest / The Real Estate Agent Playbook / Stop Trading Time for Commissions in 2026 (Do This Instead)

Transcript

Stop Trading Time for Commissions in 2026 (Do This Instead) · The Real Estate Agent Playbook

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  everyone in the real estate industry celebrates
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  those agents that are doing 30 40
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  50 transactions a year as they kind of climb
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  that ladder of being a top producing agent
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  but what they don't understand is not the awards
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  not the accolades
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  not all of the you know transaction posts
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  what people don't understand is most agents
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  depending on their revenue ratios
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  are
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  one or two months away from their income going to zero
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  and major problems so today
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  we're gonna dive into this
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  and I'm gonna
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  help you figure out a better way to do this business
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  on your terms right here right now
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  what's up guys
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  Jeremy Kane with the real estate agent playbook
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  I help agents scale their business
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  doing business on their own terms
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  if that's something that you feel like
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  you're on this rat race
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  and you can't just get past that scale
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  you can't reach that next goal
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  because otherwise the revenue takes a hit
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  we're diving in
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  if you're interested in learning more about 100%
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  my organic lead generation
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  hit the subscribe button reach out
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  book a game plan call and we can go from there alright
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  let's dive in the illusion of GCI
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  and all of the things that go into it
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  the truth is the general public
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  and even most agents don't understand
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  as you scale the different costs that come out of it
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  and at the end of the day
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  GCI doesn't matter much by the time Uncle Sam
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  takes her money uh
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  your you know
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  business costs are going up because you have more
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  and then it's just a delegation game okay
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  how much time can I put into this
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  and still get the same result
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  and slowly increase my actual revenue
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  that's where the game changes
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  so if you have top line income through your GCI
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  but every time you do something
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  the revenues you know
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  slowing down the photos get more expensive the
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  you know social media manager gets more expensive
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  everything gets more expensive
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  the buyer's agents for showings
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  the marketing the staging
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  all of that that all goes into it
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  and that comes out of that GCI number
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  so we need to dial in the revenue
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  how much does it actually cost you as a listing agent
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  or as a buyer's agent we'll use listing agent
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  just because there's more out of pocket cost for that
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  that are more tangible versus gas and time
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  and all of that on the buy side
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  so as we're looking at this
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  what does it actually take
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  can you as one person in this industry manage 10
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  15 20 listings
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  the truth is maybe
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  but probably not because as days on market has grown
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  I've had this conversation with
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  you know the top of the top agents
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  and the truth is it's a struggle
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  and the reason is
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  is because we're not great at organizing a system
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  and actually you know protecting that revenue
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  it's just like okay
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  outsource it refer that deal out
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  do this do that and all of that takes your
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  you know actual net income and it's under attack
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  and so as we open this up
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  the illusion of the GCI 500,000 GCI 1 million GCI
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  that's absolutely the case
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  and the truth is
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  when we could put houses on the market
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  and we were confident
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  they were gonna sell for whatever price that
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  you know the market brought to us those days are gone
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  now it takes a strategic approach
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  which in turn cost more money right
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  this mixed with you know
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  all of the news about the commission
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  lawsuits and all of that where the truth is
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  I saw a report today
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  that agent commission has gone up overall
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  which is complete opposite of what the general public
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  thinks and what all these other companies are
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  are telling you but as we scale the deals
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  it just becomes exhausting right
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  we're having to do more
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  we're having to have a longer timeline
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  it's not just a turn and burn
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  which is perfect right
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  as an agent your unique value proposition
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  is something that needs to
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  you know take hold
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  but let's talk about this
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  there is a ceiling in this industry 24 deals 30 deals
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  there's a lot of people that get to that point
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  and no matter what that number is
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  based on the bandwidth of the agent
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  there is a ceiling so as as we go
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  we know that time is limited right
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  our our time
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  our energy our effort and separating ourselves into
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  you know more and more as we continue to grow
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  we continue to have that lead generation
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  but the transactions
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  just aren't getting to the closing table
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  that's where things get tough
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  and so we want to look in
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  take a deep dive into this 30 deal ceiling
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  deal ceiling so that we can understand
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  exactly what we have to do as an agent
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  to scale is it start a team
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  is it start your own brokerage
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  because with a team becomes more overhead
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  more responsibility
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  more liability with a brokerage even further
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  and so
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  this is something that we have to sort out as agents
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  and with all of this technology
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  and all of this stuff coming down the pipe
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  there is certainly an end in sight
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  but we can't take this technology
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  and just have a one size fits all
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  and make it happen or can we
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  so as an agent we need to look at our output
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  and are we able to play the role of admin
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  to play the marketing director
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  to play the showing agent
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  to play the negotiator all at once
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  it's possible
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  but we better have our systems extremely dialed in
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  most agents especially at the 30 deal marker
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  have figured out
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  a transaction coordinator is worth its weight in gold
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  however how about the other stuff the marketing stuff
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  the you know the the videos
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  the photos all of the things that we put into this
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  that not to mention the time of helping a
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  another human actually manage
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  the stress of a real estate transaction
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  as agents as top producers
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  we've always been taught you know
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  more time focus in we gotta do this
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  and then we're taking time away from the exact reason
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  that most people get into the business
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  I wanna have more free time
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  I wanna have time freedom
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  we all know that that's a little bit of a myth
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  especially early on in your career
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  because you do have to put in the time
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  you do have to put in the effort
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  so
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  you can understand what needs to go in these systems
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  to help you scale so here's what we need to do
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  we need to look at our real estate business as
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  not just an agent not just somebody who
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  can manage relationships really well
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  but look at actual time that it costs
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  you know and time versus hourly cost right
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  the $15 an hour cost we do need to delegate
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  but then what do we do with that $15 an hour task
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  that we've now delegated
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  what are we doing with the replacement
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  and that's where agents struggle right
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  it's not just delegate set it and forget it right
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  we need to take that time and put it back into our
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  you know $500 an hour tasks
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  those are the things that agents
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  that we have done as expert lead generators
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  and expert relationship managers
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  we have to take that time and put it away
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  so yes
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  I'm here to tell you that the delegation absolutely
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  has to be strategic and I think that
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  there's this weird thing in our industry
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  that it's just like okay
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  here we go we're gonna go all in
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  we're gonna make this happen and you know okay
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  I've reached this this point
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  so now I can hire a buyer's agent
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  I can give them 50% of the deal okay
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  but if there's no system
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  if they can't do and act like you do
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  and convert like you do then that's the problem
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  so some of those client facing relationship times
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  we need to understand and put those at a higher
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  a higher level
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  a higher income bracket and it's not just like okay
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  you know
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  I'm dividing my total income by this many hours
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  because that's how many hours I worked in a year
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  and this is what it is
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  and if it's below that threshold
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  I'm gonna you know
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  delegate it out no no no
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  we have to step back and understand okay
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  what are our 15 dollar tasks versus our you know
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  500 dollar an hour tasks so
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  then we need to find somebody
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  that can actually do those tasks
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  at the same level or a higher level that we can
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  that is willing to do it for
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  you know whatever that number is 15
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  20
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  30 dollars an hour and make sure that we're doing that
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  but here's where the audit comes in
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  we have to make sure that when we are replacing
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  some of our time dedicated to the business
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  we need to make sure that we are taking that time
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  and not scrolling social media
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  not looking at all the other things that everybody
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  else is doing but putting it into our zone of genius
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  so that we can start doing the $500 an hour tasks more
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  because at the end of the day
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  as a real estate agent
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  as the team lead as whatever you are
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  you have to understand that you have something special
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  you have to incorporate what you have that's special
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  and implement it right away
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  because now we're like OK
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  great and then all of a sudden we're like
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  oh something shiny new business or oh
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  something shiny like I'm gonna go
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  I have more free time so
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  I'm going to take this time that I've just allocated
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  and I'm not going to really dial it in
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  and use it for that 500 dollar activity
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  so this is the first thing
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  and it's gonna take some upfront honesty
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  it's gonna take you know some
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  some real discipline to make sure that
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  as we delegate these tasks off
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  we are stealing back that time
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  and implementing it into our business
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  in a way that allows us to be the superstar
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  to that allows us to be more personable
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  to be be the person that is pouring
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  into more of these relationships
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  because if I have all this time right
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  because I've saved it from content creation
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  or I've saved it from you know
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  the marketing tasks
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  or organizing the people that come through a listing
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  or all of those things then I as the agent
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  have to take that time saved and put it into
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  you know more income producing activities
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  the things that are gonna give us
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  at the highest rate of return
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  and that's where the audit process is hard
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  first and foremost
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  we have a really hard time as humans to say okay
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  like
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  this is what I'm gonna do because we've worked so hard
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  right there's this whole I've earned it otherwise
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  we wouldn't have the conversations with agents
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  every single day
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  I've been in this for 30 years and blah blah blah
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  blah blah the truth is it doesn't matter
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  thirty years ago
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  this industry was moving at a snail's pace to
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  compare to what it's doing now
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  so that doesn't matter
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  so for you new agents that are watching this
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  and you're like dang right
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  I got into this and it's a whole different ball game
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  great if that's you
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  comment below and tell me how you're feeling right now
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  because here's the truth
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  the the playing field is leveled right
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  there's so much new stuff coming out with AI agents
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  and all of the things that we need to make sure
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  that we are utilizing these tools to get
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  back that time that we absolutely need
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  and that's exactly what we are building at Prop AI
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  which is some serious focused in
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  delegatable
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  agents that are gonna help you with your business
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  if you want to get on the waitlist for this
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  if this sounds good there's a waitlist right
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  why
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  because we're not building it just to put it out there
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  we're not speeding it to the market
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  so that it's just gonna be a thing
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  it's gonna be you know
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  a a safe right first and foremost
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  please if you're watching this
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  and you're all over Claude and all of the other things
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  and just giving full access to all of your data
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  be very careful with that open claw
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  all of these things
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  if they have full access to your computer
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  or your logins or all of these different things
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  that's gonna be a problem
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  you're putting yourself at risk for other things
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  that'll again take a lot more of your time
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  to focus in and get that fixed next
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  we need to make sure
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  that we are leveraging the right things
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  and that the the agents themselves
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  agents or humans assistants
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  whatever are doing the job at our level or higher
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  so that we can take that time back
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  and it's not necessarily you know set it and forget it
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  but maybe it's a one hour task maybe it's a one hour
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  you know meeting with your agents or your your
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  you know support staff
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  to make sure that that's all still working
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  as it needs to and that's where things really get crazy
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  right because the truth is
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  there is a wealth building opportunity here
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  with all of this technology
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  but a lot of us are taking
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  a lot of time to build out things that we
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  maybe aren't you know
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  best suited to build out whether it's
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  because we don't have the experience
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  on the real estate side
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  we don't have the experience on the tech side
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  whatever that is
• 12:50
  we need to make sure that we are 100% focused
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  on the time that we've allocated
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  and pulling that back
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  and so once we have this opportunity
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  and we've replaced
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  ourselves in those $15 an hour tasks
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  then we have to definitely take a look and say okay
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  this is a strategy why
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  you know
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  have we stopped looking at just our next closing
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  why how
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  have we given ourselves the support that we need
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  to make sure that the next closings are coming
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  that's where it really comes in
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  and then we need to make sure okay
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  here we are right
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  we've all been here 2021 through 2023 or 2020
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  even through 2023 those were gravy years
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  we could roll out of bed we could
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  you know support our clients
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  and if we did it at a high level
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  we're going to get a ton of referrals
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  because anybody could you know
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  purchase a home with the low interest rates
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  and so on and that just isn't the case
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  so now what are we looking at now
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  what are we doing with the money that does come in
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  are we reinvesting it
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  do we have some revenue share model within our
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  our industry that we can you know
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  pull back on certainly
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  EXP
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  the cloud based brokerages have changed the game here
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  so that we can now
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  maybe it's not the revenue that we're investing
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  but maybe it's our time
• 14:09
  maybe we can serve more agents at a higher level
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  by offering some of these trainings
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  and some of this mindset
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  to help our agents that have chosen to partner with us
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  to do the same things that we are
• 14:21
  but if we are living paycheck to paycheck
• 14:23
  we are super stressed out
• 14:25
  because it's just the next commission check
• 14:27
  and it's the next commission check
• 14:28
  well first of all
• 14:29
  you're gonna build a little bit slower
• 14:31
  but second of all what do we have to offer right
• 14:34
  if we're just pushing these agents to grind and grind
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  and grind and do this stuff for us
• 14:40
  and we're not getting the return
• 14:41
  and we're not pouring it in to actually
• 14:44
  long term revenue streams or
• 14:47
  you know investments or whatever that looks like
• 14:49
  that's where the game changes right
• 14:51
  when you can take it and say okay
• 14:54
  production my No. 1 lead source right
• 14:57
  that's my No. 1 income great
• 14:58
  let's go
• 14:59
  we're gonna make sure that that is all systematized
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  and appropriate and then we can take that income
• 15:04
  and we can invest it into real estate
• 15:06
  we can invest it into the stock market
• 15:08
  we can invest it into our teams
• 15:09
  we can invest it into our agents
• 15:11
  whatever that looks like
• 15:12
  that's where we need to understand
• 15:14
  that we have to create this revenue stream
• 15:18
  that's reoccurring right
• 15:20
  if you have a system and you're doing it
• 15:22
  and you're still doing the
• 15:23
  the things to pour more people into
• 15:26
  whatever
• 15:27
  database is creating the most amount of money for you
• 15:30
  that's where it changes so at the end of the day
• 15:32
  we cannot create more time
• 15:36
  what we can do is
• 15:37
  utilize our time in the most effectively
• 15:40
  way possible
• 15:42
  to make sure that not only are we getting to that next
• 15:46
  you know closing or relationship
• 15:49
  that's going to be a referral source or whatever
• 15:51
  but everything on the back end is handled correctly
• 15:54
  and as we would see it and human nature
• 15:58
  I'm telling you right now
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  it's another human on the other end
• 16:01
  doing these tasks that you're replacing well
• 16:04
  they're gonna want more money
• 16:06
  and they might not be able to do it the same as you
• 16:08
  no human is exactly the same in personality and so on
• 16:12
  so that's why
• 16:13
  some of this technology
• 16:15
  could be your major opportunity
• 16:18
  to get out of the burnout
• 16:19
  and get out of the opportunities
• 16:22
  you know that
• 16:24
  that are taking your time and sucking your energy
• 16:26
  and so on because I've had conversations as you know
• 16:29
  with agents who are just like
• 16:31
  can't do it I'm gonna go get a job it's fine
• 16:33
  whatever well the truth is
• 16:35
  is that no job or no career
• 16:37
  is going to be able to suit that top producer income
• 16:41
  that freedom of income
• 16:42
  that was coming in over the good years
• 16:45
  so we need to look at ourselves and say okay
• 16:47
  let's organize this a little bit better
• 16:49
  maybe that does mean a change to a different model
• 16:51
  a different revenue stream
• 16:53
  where you can open that up
• 16:54
  because you've systematized this so well
• 16:57
  and the truth is if we're sitting back
• 17:00
  and we're doing all these $15 an hour tasks
• 17:02
  because that's just how it is
• 17:03
  and we have to have this element of control
• 17:05
  it's just not possible
• 17:07
  so if you're hitting that 30 deal ceiling
• 17:10
  and you wanna have a conversation okay
• 17:12
  it's time right I've reached top producer status
• 17:15
  whatever that means do I start a team
• 17:18
  do I start my own brokerage
• 17:19
  do I move to a different brokerage
• 17:21
  that has revenue stream opportunities
• 17:23
  that's great or
• 17:25
  I'm gonna tell you right now
• 17:26
  that we need to start with your production process
• 17:28
  in your systems and say okay
• 17:31
  that's awesome
• 17:32
  but are we doing too many $15 an hour tasks
• 17:35
  to get this return
• 17:37
  how can we how can we solve this problem
• 17:39
  and it's not a one size fits all
• 17:41
  some people will be team leads
• 17:43
  some people will be broker owners
• 17:44
  some people will hire a slew of AI agents
• 17:48
  but before you do that let's have a conversation
• 17:51
  and see what actual process it is
• 17:54
  because if we're not met
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  measuring what actually our time is going to
• 17:59
  what our energy is going to
• 18:00
  and what we like to do then burnout is imminent
• 18:03
  and that's where we want to make that change right
• 18:06
  whether it's getting dialed in on a CRM
• 18:09
  we got one of those whether it's hiring AI agents
• 18:13
  we got some of that whether it's delegating to a human
• 18:16
  we got some of that and this isn't like a major push to
• 18:19
  you know
• 18:20
  completely AI your your business because the truth is
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  is that the relationships matter as humans
• 18:28
  we do not want to be sold to by a robot
• 18:30
  we don't want to be called by a robot
• 18:32
  we don't want to do anything else
• 18:34
  but if the back end is so flawless
• 18:37
  then we'll deal with the robots right
• 18:39
  if the robots are doing the back end flawlessly
• 18:41
  and I have a human to human conversation with my agent
• 18:45
  then that is just more value
• 18:48
  more opportunity to show your value to your clients
• 18:51
  to your revenue share organization
• 18:53
  to your brokerage to your team
• 18:55
  so if that's you
• 18:56
  I first want you to hear that you're not alone
• 18:58
  and everyone is going through this
• 19:02
  as the market shifts as technology advances so quickly
• 19:05
  everyone is sitting back being like OK
• 19:08
  what do I do we have this immediate feel of overwhelm
• 19:11
  and that's where I want to help you understand
• 19:14
  that we can solve this problem
• 19:17
  and we have a ton of technology
• 19:18
  we have a ton of options especially in our industry
• 19:21
  to make this process your own
• 19:24
  so if you're interested in learning more
• 19:26
  comment overwhelm below
• 19:28
  and I will reach out to you directly
• 19:29
  you can send me a text message 3 0
• 19:31
  3 2
• 19:31
  1 0 zero 3 7
• 19:33
  8 and we can have a conversation
• 19:35
  that will help you understand exactly what's going on
• 19:37
  for you and your business
• 19:38
  right here right now
• 19:40
  can't wait to chat with you
• 19:41
  but start with your processes and your systems
• 19:45
  and let's get those dialed in so that moving forward
• 19:49
  the lead generation isn't the biggest stressor
• 19:51
  because
• 19:52
  you can put the exact time into your zone of genius
• 19:55
  and allow for some of the other stuff to come
• 19:57
  pretty easily we'll talk soon
• 19:59
  like comment subscribe let's go