Latest / The Real Estate Agent Playbook / Building a Referral Machine Through Authenticity | The Wolfpack Way

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Building a Referral Machine Through Authenticity | The Wolfpack Way · The Real Estate Agent Playbook

0:00
what is up you guys
0:01
welcome to another episode of the Wolf Pack way
0:03
I'm super excited about this series
0:05
I've just decided to extend this
0:07
every single week we're gonna be doing a new collab
0:10
with people from the Wolf Pack
0:12
that I can help bring to you and feature
0:15
and just put what they're doing out there
0:18
because there is seriously
0:19
next level people within this organization
0:21
and I'm super excited to bring them to you in 2025
0:25
but today we have Heather O'leary
0:27
an agent who came to me about six months ago
0:31
she was struggling she was a tenured agent
0:33
had had her worst year
0:34
and was just looking for coaching a different way
0:37
the truth is as she explains in our collaboration
0:41
just needed a little bit of tweaking
0:43
so I can't wait to share that with you
0:46
if you're interested in partnering with her
0:48
or chatting with her
0:49
you can definitely check out the show
0:51
links below and connect with her
0:54
and if you're interested in the Wolf Pack in general
0:56
we can certainly connect please comment below
0:58
reach out to me on IG and we can go from there
1:01
but while you're here if you like these collaborations
1:03
you like this kind of new energy
1:04
we're bringing to the channel
1:06
please subscribe
1:08
like the video give me some comments
1:10
let's get some engagement going
1:11
but let's get to my collaboration with Heather O'leary
1:16
an amazing agent right here in Littleton
1:18
Colorado where I live let's go
1:20
what's up guys
1:21
as mentioned we have Heather O'leary here
1:24
who is absolutely crushing it
1:26
and Heather welcome to the show
1:28
thank you so much for coming on
1:29
how you doing today
1:30
I'm excited to talk to you as always Jeremy Perfect
1:34
well let's kind of get into this
1:36
and Heather
1:36
has been in the real estate business
1:38
for quite some time started out was a single mom and
1:42
you know kind of cut her teeth pretty quickly
1:44
so Heather
1:44
talk a little bit about the early part of your career
1:47
balancing all of the things as a
1:49
as a mother and and what that was like
1:52
and how you got to where you're at today
1:55
sure uh
1:57
you know I don't like to
1:58
you know play the single mom card too often
2:00
but I will say no matter what version of your life
2:04
being in real estate takes full commitment
2:08
and there was definitely a time when I thought
2:11
I couldn't make it I couldn't hang and I was nervous
2:15
went back got
2:17
you know a teaching job or at least interviewed
2:19
and then I was just all in after that
2:22
once I finally chose to be in real estate
2:25
and even to this day
2:28
there's times when I get nervous and think
2:32
oh my gosh am I gonna make it
2:33
you know um
2:35
and so the mindset and affirmations and um
2:40
having a really great support system
2:42
has been key for me in helping me
2:46
get to a point where I can be kind of at peace
2:48
with my business and balance with my personal life
2:52
yep absolutely
2:53
and I mean obviously the financial stress there and
2:56
and for anyone right
2:57
whether it's dual income single income
2:59
triple income whatever it is these days
3:01
like
3:02
just not knowing when your next paycheck is coming
3:05
is absolutely a piece of what we
3:08
it's actually one of my favorite pieces of real estate
3:11
but also not uh
3:13
so good at certain times so it's yeah
3:16
I love that part too yeah
3:17
it's like high risk but high reward
3:20
and I don't mind it cause it's kind of exciting then
3:24
right and I tell people all the time
3:26
I'm like there's no ceiling
3:28
which is what everyone seems to focus on
3:31
but there's also well
3:32
I guess the floor is zero
3:33
but technically there's no floor either
3:35
because it cost money to be in real estate
3:37
so you could go into debt pretty quickly
3:39
and that's kind of what
3:40
where I want to take this conversation
3:41
because recently you came and joined the Wolf Pack
3:44
obviously it has been quite the transformation
3:47
we've been doing some coaching
3:49
uh thanks so much for always putting that out there
3:52
and all the things because you're doing the work
3:54
not me but I appreciate that
3:56
but let's talk a little bit about where you were right
3:59
this was a extremely difficult two year
4:03
18 month stretch in real estate
4:05
so talk a little bit about where you were last summer
4:08
when we first sat down and talked
4:09
and how this kind of came together
4:12
um and then I'll kind of guide you into
4:15
to where you're at now
4:16
which we'll leave as a little bit of a cliffhanger
4:19
yeah I
4:21
well I had been searching out a coach
4:25
and I'd interviewed quite a few
4:27
for probably a good year and a half
4:29
I mean the market in Denver
4:32
you know had
4:33
you know with high interest rates was very challenging
4:36
um I kind of graduated
4:39
I would say from a few different programs
4:41
um one actually being Dawn's program
4:44
um who is also with the Wolf Pack
4:46
she's amazing and then
4:48
I also did some other types of coaching previously and
4:54
you know I had some sales
4:55
trainings that I was attending at my previous company
4:59
but I was getting to the point where I felt like
5:03
kind of limited and not challenged
5:05
and so I think there was a call you and I chatted on
5:10
and um
5:11
I was like I need to talk to him
5:13
he has good ideas
5:16
great energy and obviously we just kind of clicked
5:20
and I was kind of floored actually
5:24
about all of the other
5:26
things that the Wolf Pack has to offer because
5:29
I mean obviously we have right
5:31
your real estate agent playbook
5:33
and all of the training for that
5:36
but which is really awesome
5:37
cause I could like literally jump in
5:39
and be like oh hey
5:40
I've already kind of Learned this about
5:42
you know social media or YouTube or whatever
5:45
but I'm really wondering what to do with this section
5:48
so I mean
5:49
I've been with EXP now for what
5:51
like four months and I
5:54
I call it when I explain it to
5:56
you know my clients or other people
5:58
I call it um
6:00
you know progressive and innovative
6:02
because not only do I have your stuff to learn from
6:05
but then I have you know
6:06
Louis and Mike
6:08
and just all these other people who have these
6:11
really unique and I haven't even
6:14
gotten into the CRM section of this yet
6:16
like there's
6:18
when you say the sky's the limit in real estate
6:20
I feel that way about EXP right now because like
6:24
if I wanna add something new
6:25
learn something new grow
6:27
like there are resources at my fingertips
6:30
and not just like hey
6:32
let's go to a training once a week
6:33
like there's people to talk to online platforms
6:37
it's been it's been really fun
6:40
thank you that's awesome for bringing me on absolutely
6:42
and so yeah
6:43
I will tell you that
6:44
there's a lot of people that have come in
6:46
and felt the overwhelm I think
6:49
with our kind of you know
6:51
hey I'm good this week
6:53
you know kind of setup that we have
6:55
but ultimately it was down to okay
6:57
here's here's Heather
6:59
and I mean
7:00
I still remember your face lighting up when I was like
7:03
how do you wanna build your business
7:05
like what do you like to do
7:06
what do you want to do
7:08
and being able to kind of tap into that and be like
7:11
okay go here
7:12
and I've never had even
7:14
another agent that I'm coaching
7:16
whether they're in the Wolf Pack or not just be like
7:18
okay hyper focused on that
7:20
I'll call you when I need you and implement right
7:23
and so there's just an energy about you that's like
7:27
this is actually what I wanna do
7:29
and this is how I'm gonna do it
7:31
but I think with some of the traditional sales
7:33
and all those other coaching things
7:34
it's a little bit different right
7:37
it's like do this
7:38
it's our way bit into that and go from there
7:42
and so that's
7:43
that's absolutely amazing to see how you've done it
7:46
love the dog in the background
7:48
Heather's from Colorado
7:49
that's her initial and so if you have any
7:52
any referrals coming to Colorado
7:53
she's she's your girl but absolutely that's that's key
7:58
so as we kind of progress
8:01
what is it seen cause it's great right
8:03
we have this coaching we have all this this stuff
8:07
we have in my opinion in our industry
8:10
we have an over abundant abundance of resources
8:14
that it almost makes it not progressive
8:17
like you said and so what is what is it done
8:20
and and how is your business going so far
8:22
so you can go ahead
8:23
and talk about what it's been like the last four months
8:26
and and where you're going for
8:27
for this year
8:29
sure yeah
8:30
and actually
8:30
I wanna go back to the question that you asked
8:33
um that was key
8:34
I agree um
8:36
what do I want my business to be like
8:38
so I did
8:39
a different version of business planning this year
8:42
and instead of uh
8:44
you know what
8:45
how much money do I need to make to achieve all my big
8:48
y's right
8:48
that's like very common and goal setting
8:51
I just like
8:52
brainstormed a whole list of words that I want to feel
8:57
in 2025 right
8:59
and so you know
9:01
I came up with two specifics
9:03
um that I'm just kind of hanging on to and their um
9:06
quality and connection
9:09
and connection is really key for me
9:12
because I love people
9:13
I love the clients that I work with
9:16
even if they're not my clients
9:18
um I
9:19
I've been using on a side note
9:20
we had a call earlier today
9:22
we have a a calendar system
9:24
I'm obsessed over it anyway
9:27
I have people that are just like friends
9:29
family booking themselves into my calendar
9:32
and the best part about what I've been able to kind of
9:36
put together over the course of the last
9:38
literally few months I mean
9:39
I've been in real estate for five and a/2 years
9:42
and over the last few months
9:43
I have more balance and peace to my life
9:47
because I've been more focused
9:49
more structured with my schedule
9:52
and now I can actually sit down at lunch with somebody
9:55
and enjoy my time now
9:57
I sometimes
9:58
I'm definitely
9:59
looking at my phone and negotiating something
10:02
but um very often
10:04
I have the energy and the focus on
10:07
the people that I care the most about
10:08
my kids right
10:10
and even myself
10:11
like getting to take a day off a week to like
10:13
I don't know ski or mountain bike
10:15
it's it's like it's amazing right now
10:18
um right and stop right there because okay
10:21
when we sat down at lunch that day
10:24
you were like this is the lowest volume I've had
10:26
these are the least amount of transactions I've had
10:29
this has been really hard interest rates
10:30
this interest rates that now
10:32
a secret about Heather that we haven't revealed is
10:34
she is an extreme stats nerd
10:36
and is very into the statistics
10:39
and on our economic board with our
10:42
our board of Realtors
10:44
but hearing you say that and be where you're at right
10:49
like in the quote unquote Zen and the flow
10:52
as you like to say as you know
10:54
the flow dance teacher yoga
10:56
all the things like
10:57
that's amazing
10:58
to be able to build your business on those terms
11:02
versus the Heather that I met with
11:04
five and a half months ago
11:06
there was like these numbers
11:08
these numbers
11:08
these numbers because now those numbers are coming
11:12
but you're focused on something completely different
11:15
in the relationships that'll carry you home
11:17
and so that's that's the key right
11:20
and so building these relationships
11:22
and let's talk a little bit about your seven
11:25
you know leads that you have
11:26
the people that you're working
11:27
your seven active clients
11:29
and talk a little bit about where they're from
11:31
because before and I even think you asked me like
11:35
do I need to buy leads
11:36
while I'm getting my YouTube going
11:37
do I need to do all of these things
11:39
and I said no
11:40
just go be with your people
11:42
yeah and you've done that magically
11:44
so talk a
11:44
little bit about where these deals are coming from
11:47
and how
11:48
working with that sector versus strangers and people
11:53
you know quote unquote leads
11:55
how's that you know
11:56
kind of transformed
11:58
well I think it's really interesting
12:00
because I didn't really believe in the whole
12:04
referral based business for a while
12:06
I was like yeah okay
12:07
yeah right sure
12:09
um but at this point I
12:13
I have let's hear
12:14
two active referrals and by the way
12:17
I have a focus on like helping people buy and sell
12:21
and so I would say over the course of the last year
12:24
a lot of it was just having conversations
12:27
and people deciding not to move
12:30
which that's fine I want the best for them
12:32
but also like I need to put food on my
12:35
you know
12:35
my table and pay for my kids uniforms and all the stuff
12:40
um so now I mean
12:43
I I personally think that the two referrals I got
12:48
and let's see here
12:49
I'm looking at my board to see where they came from
12:52
I'm like who are they again
12:54
yes no
12:54
I love you guys there I know who you are um
12:58
so the two referrals that I have
13:00
and then two of the other clients are very
13:04
very clearly from like video and social um
13:10
like YouTube Facebook
13:11
Instagram um
13:12
I think he's gonna link it so
13:14
you know check me out
13:15
I'll link it okay
13:16
yeah um
13:18
and it's just been organic
13:21
and them coming to me and saying
13:24
hey Heather
13:25
we have some questions can you help us like
13:27
can you help us decide if this is the right time
13:29
and I will have told people this isn't the right time
13:32
but the people I have right now
13:34
you know they just come up to me
13:36
either on Facebook
13:37
Messenger or like in the bike shop one time um
13:42
and Heather we need you help us decide what to do um
13:46
so the cool part too
13:47
about all of those is that only three of them
13:52
are just either sell or buy
13:54
the other ones are buy and sell
13:56
so I mean once
13:59
once people kind of settle into this
14:01
and this is a little sneak preview to like 2025
14:04
but kind of like
14:06
the environment of consistency that we're seeing
14:08
in our real estate market
14:10
I'm just gonna leave it at that
14:11
I think that's gonna be really good for people
14:13
and then I am just looking
14:16
forward to helping them make decisions
14:17
that help them get into the house that they actually
14:20
want
14:21
and it's a long process sometimes
14:23
sometimes it's a few months
14:25
maybe six months to start preparing to sell
14:30
and what a different vibe that is from I need clients
14:34
I have to put food on my table
14:36
like to be able to be like
14:38
you know what it's not your time right
14:40
and and what referrals that brings
14:44
and how that makes people feel
14:46
that you're not out chasing a commission
14:48
and it's not pushing and it's not pressure
14:50
like here's the deal like
14:52
if you are pressuring someone to get that transaction
14:55
I get it like food on the table matters
14:58
but if you're pushing someone to get that transaction
15:01
that's probably gonna be the last transaction
15:03
you're going to do with them
15:05
instead of having a lifetime full of referrals
15:08
and transactions so pushing to get that one actually
15:12
you know pulls back along the way
15:15
and so that's what we talk about a ton on this channel
15:17
but continue a little bit into that
15:19
Heather and you mentioned social media
15:21
and let's talk about how you change your social media
15:24
strategy up a bit um
15:27
as we kind of talked through this
15:29
becoming your own brand versus
15:32
you know the brick and mortar brand and
15:34
and having all the rules and fit into this box
15:36
which if you can't tell Heather doesn't fit into to the
15:40
the realtor box all you know
15:43
all the way I don't see
15:45
but I'm not in any box
15:46
I'm just in a bunch of different boxes
15:48
having a good time yeah
15:49
um no
15:51
it it was on a side note
15:54
one of the previous brokerages I had been out
15:57
the very first day I joined
15:58
they looked at my social media and like
16:01
had someone warn me how
16:02
I wasn't supposed to come across that way
16:07
and you know what I don't agree with that
16:10
I like what
16:11
are you kidding me no
16:13
actually you know what
16:14
I care very passionately
16:16
and you'll see like some really soft
16:18
like be like yoga like inspiring kinds of things
16:23
which has been super fun for me to share
16:25
because obviously it's me right
16:26
so I get to be authentically me and like think like
16:29
what is actually inspiring me
16:31
how am I helping people with their
16:34
mindset through a transaction
16:36
how am I helping them stay focused on what's
16:38
important to them right
16:40
but also I have the word diva
16:43
I had well
16:44
I used to have it now I have all my clients up there
16:45
but written on my board um
16:48
but just being um
16:51
the kind of person who speaks up
16:53
and is going to say what I think
16:56
and sometimes people are not going to like that
16:59
and that's okay you don't have to work with me
17:03
but also the people who do work with me
17:05
like they know that I'm gonna protect them
17:09
like
17:09
I'm there for them as if like the transaction was mine
17:14
and I can say that right
17:15
there's the line oh
17:16
I'm gonna treat your money like it's my own
17:18
but like people can feel when you mean it
17:22
and I think the video that we've come to
17:27
create over the last four months
17:29
that has actually been my personality
17:33
which is so interesting
17:34
a lot of it is through chat GBT
17:36
oh my gosh ask Jeremy about that
17:38
that's weird
17:41
and then it has a lot of different kind of vibes to it
17:47
like I said lots of different boxes
17:49
but that's okay
17:50
because we're all multidimensional people
17:53
and
17:55
that allows people who see me on social media to say oh
18:00
I see her she's got she's got her kids
18:02
she's got her yoga she's got her adventure stuff
18:05
and she's a badass in real estate
18:08
and I want her to stand up for me
18:10
like she's standing up for that situation over there
18:13
right
18:13
and you've masterfully included your economic knowledge
18:18
understanding of the market those kind of things
18:22
so as we kind of talk about this video
18:24
and getting into that you know
18:26
there was a time where he had a listing and I was like
18:28
just go do some Heather stuff right
18:30
this was a a basic condo townhome
18:33
I forget which one it was here in
18:35
in Littleton where we
18:35
both live and it was back into this open space
18:41
and there's a field and a park and all the things
18:43
and she grabbed her kids
18:44
literally the next week and did it
18:46
and I don't know if that's why it sold
18:48
but it definitely made her look like she was being
18:51
much more creative than your average real estate agent
18:53
to her clients and I know that since that is sold
18:57
but just incorporating that
18:59
and it's wild to me that people are like
19:01
don't be yourself on video
19:03
don't be yourself on social media
19:05
like what is social media for
19:07
if we're not gonna be ourselves and
19:09
and attract those people because you know
19:12
the algorithms are way smarter than us right
19:15
like I'm not seeing a bunch of mountain biking things
19:18
cause I don't do that
19:19
I'm sure when you open up your stuff
19:21
you're skiing in your mountain bike
19:23
you're seeing all the things and that's drawing that
19:25
that energy in those people to you
19:27
so really cool way how you've kind of gone about that
19:31
and and been
19:32
you know that attraction kind of based mindset
19:34
and so that's that's really exciting
19:36
so couple things um
19:38
that you
19:39
would suggest to someone who's feeling a little bit
19:42
stuck right
19:43
in that in that piece of
19:46
of real estate
19:47
and kind of basically just like having to fit in a box
19:51
which you're so great at not doing thanks
19:54
um yeah
19:55
I definitely would say um
20:01
pause right
20:05
take time because we get creative
20:08
when we have space in our calendar
20:10
we just talked about that today on our coaching call
20:13
um
20:14
and then find the people right
20:17
find the people who inspire you
20:19
and can help you stay focused um
20:24
and then I mean everyone says be authentic right
20:27
but like what does that what does that mean right
20:31
I think the more you take space to just be creative
20:36
I mean I actually forgot about that video
20:38
by the way and also I
20:40
I had all these creative ideas
20:42
around events for my listings
20:44
when they weren't selling
20:46
and like did people come to the event
20:48
not really but you know what happened
20:50
everybody saw that I had different ways
20:53
of selling a property than anybody else
20:56
and like don't be afraid to try something different
20:59
every market is different
21:01
and you are unique as yourself as a realtor
21:05
and
21:07
whatever you can come up with in your own creative
21:11
space will be amazing
21:14
because you're doing it fully from who you are
21:17
and then you'll
21:19
learn those other things from other people right
21:22
yeah so you're being creative doing this awesome
21:25
I might I might try a little bit of that right
21:27
yeah
21:28
and that's that's awesome
21:30
so good to to hear that
21:32
you know kind of breath of fresh air and be yourself
21:35
and it works and all the things right
21:37
so if anybody wanted to follow you connect
21:39
you check out with some of you know
21:41
your socials um
21:43
we will link the link tree below
21:46
but what's the best way you know to
21:48
to get in touch with you
21:50
I yeah
21:51
so if you want to meet with me
21:53
I got to meet with Heather calendar
21:54
love that one and you know
21:57
it's pretty easy to find me on Facebook
21:59
Heather O'leary um
22:01
yeah so I would love to connect chat
22:04
alright well
22:04
thank you so much Heather
22:05
keep crushing it and being authentic
22:08
you uh
22:09
so proud of you and so excited to call you a partner
22:12
so uh
22:13
we'll talk to you next time likewise
22:16
thanks Jamie
22:16
wow as you can see there
22:18
I don't want to take all the credit
22:19
certainly not Heather has done the work uh
22:22
through our coaching and through the Wolf Pack culture
22:25
things have certainly changed
22:26
and turned a corner for her and her career
22:29
and I can't wait to have her
22:31
share any of that information um
22:33
with you if you reach out to her
22:35
she's an absolutely amazing agent
22:37
doing things the right way
22:38
so definitely reach out
22:40
and thank you so much for tuning in
22:42
like comment subscribe
22:43
we'll see you on the next one
22:44
and stay tuned for an entire year of the Wolf Pack way
22:48
don't worry I'll still be recording videos uh
22:51
once a week so
22:52
there'll be still two videos coming at you
22:54
every single week from the real estate agent playbook
22:56
one will be the traditional educational
22:58
helping you win every single day of the game
23:00
of real estate for me and then the other one will be
23:03
certainly be connecting you to somebody
23:06
that is doing it at a high level
23:08
and then we're also uh making this all
23:11
you know a week theme
23:13
so every single week
23:14
the theme will be something to do with organic growth
23:17
or something along those lines
23:19
we'll have the club we'll have the long form video
23:21
in the short form videos over on Instagram
23:23
or in the short section of YouTube
23:25
can't wait to share this with you
23:27
thank you so much for tuning in
23:28
like comment subscribe
23:29
we'll see you next time bye bye