Latest / The Real Estate Agent Playbook / You’ll Never Scale Reacting to Everything — Here’s the Fix

Transcript

You’ll Never Scale Reacting to Everything — Here’s the Fix · The Real Estate Agent Playbook

• 0:00
  if you wouldn't hire yourself
• 0:01
  this is the first problem
• 0:03
  this is what agents struggle with
• 0:05
  they feel less confident because they just don't know
• 0:08
  there's so many things when you get into the business
• 0:10
  or even when you're in the business that could come up
• 0:13
  every transaction is different
• 0:14
  so here's what we need to do
• 0:16
  we need to stop reacting we need to start
• 0:19
  focusing our energy in our zone of expertise
• 0:23
  and feeling confident about the decisions
• 0:26
  moving forward act as a CEO
• 0:28
  not an employee we're going to talk about how to dial
• 0:31
  that in for your real estate business next
• 0:38
  what's up guys
• 0:39
  I'm Jeremy Kane with the Real Estate Agent Playbook
• 0:41
  proud member of Carbon Collective
• 0:42
  we are offering a free two week
• 0:44
  look behind the curtain for all things agents coaching
• 0:48
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• 0:49
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• 0:51
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• 0:54
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• 0:57
  if you're not new please like comment
• 1:00
  subscribe if you're listening over on the podcast
• 1:02
  please leave a review but let's dive into this exactly
• 1:06
  because the first things first is the mindset shift
• 1:09
  right agents think there's a lead gen problem
• 1:12
  the truth is there's actually a leadership problem
• 1:14
  and if we can stop just focusing on the new leads
• 1:19
  every single day like prospecting
• 1:21
  prospecting prospecting
• 1:23
  prospecting is a hamster wheel
• 1:25
  and we must start to step back
• 1:27
  and act a little bit differently
• 1:29
  in our day to day so that we can actually act as a CEO
• 1:34
  we can come across organized
• 1:35
  and then we can figure it out
• 1:37
  and here's the deal
• 1:38
  it's not all about knowing everything or whatever
• 1:43
  it's how we react right
• 1:44
  if you don't know the answer to the question
• 1:47
  step back and just say that right
• 1:50
  CEOs don't know everything
• 1:51
  they still utilize AI they still have
• 1:54
  you know mentors and people that they look up to
• 1:57
  the thing is that they don't make reactive decisions
• 2:00
  because otherwise
• 2:01
  they wouldn't have progressed through their career
• 2:04
  so as a small business owner
• 2:06
  you are the CEO and I can't say this enough
• 2:10
  you don't have to have every single answer on the books
• 2:14
  think of this as an attorney
• 2:15
  like attorneys don't know every piece of every law
• 2:18
  they get the information
• 2:20
  they go back and they study the specific laws or
• 2:24
  you know guidelines that they need to go from
• 2:27
  and then they build their case
• 2:29
  no different in real estate
• 2:31
  gather the information
• 2:32
  and then step back and strategize appropriately
• 2:36
  this is how a true business owner or CEO
• 2:39
  reacts to most situations
• 2:41
  so I get it reacting feels very much productive
• 2:46
  but does it kick the can down the road right
• 2:50
  we must structure our weeks
• 2:52
  and structure our businesses appropriately
• 2:56
  we must have time to work on the books
• 2:58
  and work in the business you know
• 3:00
  on
• 3:01
  you know dealing with clients and building you know
• 3:05
  campaigns and follow up and all of that
• 3:07
  but we also have to work on the business
• 3:09
  looking at our ledgers
• 3:11
  making sure our budgets within line
• 3:12
  making sure
• 3:13
  that our inputs and outputs are appropriately staggered
• 3:17
  this is a way for you to organize your time
• 3:20
  you must put this in
• 3:21
  because if you're always client facing
• 3:24
  you're always there you have to react
• 3:25
  because there's no time to do the research
• 3:27
  you need to to do it
• 3:29
  so we need to structure our time to be client facing
• 3:32
  be out there be prospecting
• 3:35
  but then we also need time for research and time to
• 3:38
  you know really
• 3:39
  you know organize and strategize
• 3:41
  and maybe that's a different zone
• 3:42
  maybe you you know
• 3:43
  go to you know
• 3:45
  a quiet coffee shop or something like that
• 3:47
  or maybe a loud one wherever you work best
• 3:49
  but organize your week as appropriately
• 3:52
  and then it will go
• 3:53
  and then you have to schedule time for follow up
• 3:55
  if we're moving towards this model
• 3:57
  we have to build it into our calendar
• 3:59
  we can't just say okay
• 4:00
  I'm done reacting to everything
• 4:02
  I'm done giving an answer on the spot
• 4:04
  we are not AI bots
• 4:05
  we do not have to give specific answers
• 4:07
  and make decisions on strategies and plans
• 4:10
  based on you know
• 4:11
  our current in person you know conversations
• 4:15
  so here we are right
• 4:16
  we've made that change okay
• 4:18
  we've we've adjusted we're no longer gonna react
• 4:21
  certainly we can make some you know
• 4:23
  easy decisions on the fly
• 4:25
  we can talk about negotiations
• 4:27
  we can fill out an inspection objection
• 4:29
  we can you know
• 4:30
  throw out content ideas
• 4:32
  but then we have to go back we have to create a system
• 4:35
  right so
• 4:35
  what's the system that you need
• 4:37
  to stay top of mind with your real estate clients
• 4:40
  how are we gonna focus this in
• 4:41
  how are we gonna deliver all of this value that we have
• 4:45
  because we're much more organized now for instance
• 4:48
  I do a ton of videos I do a ton of videos for agents
• 4:51
  I do a ton of videos for you know
• 4:53
  my current market that I serve
• 4:55
  which is Denver Colorado and Northern Colorado
• 4:58
  so I have to have a system right
• 5:00
  I have to have some brainstorming time
• 5:01
  I have to have some content creation time
• 5:04
  I have to have some chat GPT time
• 5:06
  and then I need time to actually record the content
• 5:08
  right
• 5:09
  all of this goes into my daily and weekly routines okay
• 5:15
  I I film on certain days I create content over you know
• 5:19
  the
• 5:19
  the course of the week when people ask me questions
• 5:21
  I put it in my notes
• 5:23
  and then I have to get it to my computer
• 5:26
  kind of have conversations with AI and chat GPT
• 5:29
  and then I have to help plan and optimize right
• 5:32
  I have to plan out the bullet points
• 5:34
  and I have to do that so when I'm at chat GPT
• 5:36
  in that time that's what I'm doing
• 5:37
  it knows me it knows my voice
• 5:39
  it spits out an outline I tweak it
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  I change it
• 5:43
  then we come up with titles and descriptions
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  and thumbnails together
• 5:47
  and then I have it all set and then I need to film it
• 5:50
  and that's a process that I go through
• 5:52
  so for instance if you're you're working on a buyer
• 5:56
  right okay
• 5:56
  we need to have an initial conversation on the phone
• 5:59
  when do we have those
• 6:00
  then we have to have time blocks for consultations
• 6:03
  and new agent onboarding so that
• 6:04
  or new client onboarding
• 6:06
  so that we can bring them into our sphere
• 6:08
  and get them set up get their search set up
• 6:10
  get them connected with a lender
• 6:12
  you know or their finances set up
• 6:14
  and so it's all just a system
• 6:16
  but it it has to take president
• 6:18
  we have to have time to focus on it within our
• 6:22
  are daily and weekly pieces right
• 6:26
  so a CEO
• 6:27
  builds a process
• 6:28
  that allows the decisions to be more obvious
• 6:31
  and come as they go right
• 6:33
  it's a process that they're working on
• 6:35
  it's not like okay yep
• 6:37
  we need to you know
• 6:38
  go look at your dream home before we
• 6:40
  we talk to a lender right
• 6:42
  you've seen my scouting trips
• 6:43
  if you're interested in knowing more about those
• 6:45
  and utilizing that as a tool
• 6:47
  please reach out but I put that into my you know
• 6:50
  systems sometimes my buyer consultations are actually
• 6:54
  you know
• 6:54
  scouting trips where we're actually talking about it
• 6:57
  going over the contract
• 6:58
  going over our exclusive right to buy
• 7:00
  our listing agreement that we call it here in Colorado
• 7:03
  making sure we get that taken care of
• 7:05
  then we can go check out a couple houses
• 7:07
  maybe appeal to some emotions
• 7:09
  and then we're ready to roll
• 7:10
  that's my process it doesn't have to be yours
• 7:12
  but every piece of the process has a place
• 7:15
  in my calendar in my time blocks
• 7:17
  and it's also within a system
• 7:19
  this comes first then
• 7:20
  we have options to either go straight to the lender
• 7:23
  or a scouting trip and then from there
• 7:26
  if we have a scouting trip
• 7:27
  then we need to connect with a lender
• 7:28
  we talk to a lender
• 7:29
  then we need to set up a search and we
• 7:31
  we kind of do it as it goes
• 7:33
  so that's how I flex and make sure
• 7:35
  but
• 7:35
  there's a step by step process to every piece of it
• 7:38
  right so
• 7:40
  we must absolutely have the time blocks
• 7:43
  and have our schedule laid out
• 7:44
  so that we can be productive
• 7:46
  both in all the businesses we run
• 7:48
  for the people at home for our families for ourselves
• 7:51
  and we have to make sure that
• 7:53
  that all kind of flows together
• 7:54
  so then once we have that planned out
• 7:58
  I'm here to tell you it's not gonna go perfect
• 8:00
  and so we have to make pivots
• 8:01
  we'll have to make adjustments
• 8:03
  but as long as we're keeping
• 8:04
  true to our systems and processes
• 8:07
  those systems and those pivots can be one offs
• 8:09
  and very much you know
• 8:12
  consumable right
• 8:14
  we can actually take care of the situation
• 8:16
  we don't have to freak out
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  it doesn't have to be a panic moment right
• 8:19
  and another reason that I do that is because
• 8:22
  or I can do that is because I have so many people
• 8:25
  I use other people I leverage other people
• 8:28
  other platforms to make my clients journey more
• 8:32
  more cater to them right
• 8:35
  it's very
• 8:36
  important to me that they have options of lenders
• 8:39
  but what I do is I say okay
• 8:41
  these are kind of the personalities
• 8:42
  these are the people that probably will best suit you
• 8:45
  sometimes they go to them
• 8:46
  they're like Jeremy
• 8:46
  I hate that person right
• 8:47
  not really but you know
• 8:49
  sometimes they just don't mix right
• 8:51
  they don't mash and so okay
• 8:53
  then we're gonna go back we have to kind of redo that
• 8:55
  we have to go a different route
• 8:57
  and so that's the plan
• 8:59
  I want my people to feel 100% comfortable
• 9:01
  with the referral partners
• 9:03
  that I work with
• 9:04
  that's why I have a vast amount of referral partners
• 9:07
  you know some
• 9:08
  some lenders are very much like
• 9:09
  focused on the investment and the journey and
• 9:12
  you know making sure we're we're focused on that
• 9:14
  some are very much on the front end like okay
• 9:17
  how's how are we feeling how's this
• 9:19
  you can tell from you know
• 9:21
  conversations with these clients how to do it
• 9:24
  but then we're leveraging other people right
• 9:26
  once I bring a lender into
• 9:28
  you know the process
• 9:29
  and they're a part of my team for that transaction
• 9:32
  well then we're all working together
• 9:35
  the lenders gonna help work together
• 9:37
  they're gonna say hey
• 9:39
  you know I asked for these documents
• 9:40
  I didn't get them so they're bouncing them back to me
• 9:42
  so you kind of see
• 9:43
  how we're all working together to move the process
• 9:46
  forward right
• 9:47
  this is the biggest thing is
• 9:48
  people try and dictate that
• 9:50
  and oh I'm a real estate agent
• 9:51
  my value is that I have to quarterback every situation
• 9:55
  no I'm the real estate agent
• 9:57
  and my team will help you through all of it
• 10:00
  it's not just me that needs to you know
• 10:03
  that can say OK you need to give this to the lender
• 10:06
  you need to do this
• 10:07
  I'm not the middleman in any situation
• 10:09
  I wanna make the connections
• 10:11
  and allow them to have their experience
• 10:13
  the on if you're on my team
• 10:15
  and you're on in an industry partner
• 10:17
  the lending piece is yours right
• 10:19
  I expect you to have the conversations
• 10:21
  I expect you to get the documents you need
• 10:23
  I expect you to create the lender letters that
• 10:25
  you know we we need when we need them
• 10:28
  and then I expect you to manage that whole process
• 10:31
  all the way through closing
• 10:32
  and sometimes past closing
• 10:34
  right through closing
• 10:36
  it's like OK
• 10:37
  you tell them exactly how much they need
• 10:39
  you have to get the document signed
• 10:41
  72 hours before closing
• 10:42
  so why don't you just have the conversation right
• 10:45
  tell them make sure that they have the right
• 10:48
  you know wiring instructions and all of that
• 10:50
  because you handle that loan
• 10:51
  you already have the wiring instructions
• 10:54
  so make sure that you tell them where to get them from
• 10:56
  so we're within the same you know
• 10:58
  scope that's powerful to me because that's time back
• 11:03
  I don't have to call my client and say hey
• 11:06
  you know did you get that x amount of dollars and cents
• 11:09
  and did you make sure you set up the wire
• 11:11
  or did you get the cashier's check
• 11:13
  cause that
• 11:14
  the lenders on my team know that that's their
• 11:16
  their part of the Bill
• 11:17
  cause I don't want to say something
• 11:19
  and then something changes
• 11:20
  and then the lender tells them a different amount
• 11:22
  and all of a sudden we have all this chaos
• 11:24
  I let them stay in their lane
• 11:25
  I stay in mine
• 11:26
  but all of this is because I can leverage that team
• 11:29
  and I build relationships with all of these people
• 11:31
  so they know it's no different than the inspection
• 11:34
  right here's your inspector
• 11:36
  he's going to give you
• 11:37
  or she is going to give you education on this home
• 11:40
  it's gonna be you know
• 11:41
  a 80 page document of everything
• 11:43
  you need to know about your investment
• 11:44
  that you're buying once that's done
• 11:47
  and you have all the tests that I've suggested you get
• 11:49
  and he'll talk to you about
• 11:51
  then we're gonna have a report
• 11:53
  and you and I will go back
• 11:54
  and that's when I come back in
• 11:55
  cause we're gonna add stuff to the contract
• 11:57
  so it's just planning
• 11:58
  and putting these things into our processes
• 12:01
  and our system that absolutely work
• 12:03
  but it doesn't happen
• 12:05
  without leveraging other professionals
• 12:07
  so we can stay in our real estate lane
• 12:09
  the inspectors can stay in the inspection lane
• 12:11
  the lenders can stay in the financial lane
• 12:13
  and we all come together
• 12:14
  we all communicate certainly there's times where
• 12:17
  you know a lender will say hey
• 12:18
  I need this one document
• 12:20
  they did it wrong and I have to nudge the client great
• 12:23
  certainly
• 12:23
  there's times where the lender needs something from me
• 12:25
  and we're gonna have communication
• 12:26
  we are a team we're in communication in
• 12:29
  in the best interest of the client
• 12:31
  so as we've you know
• 12:33
  organized our week
• 12:34
  and now we have this long term vision
• 12:36
  then the CEO becomes the visionary
• 12:38
  where do we want this to go
• 12:40
  what can we add
• 12:41
  when we do have a little bit more capital
• 12:43
  within the business
• 12:44
  to make this experience even better
• 12:46
  at first it doesn't cost you anything in fact
• 12:48
  you usually get some free lunches or coffees
• 12:50
  out of meeting with other people
• 12:52
  and building that structured team
• 12:55
  I wanna be the CEO of my real estate business
• 12:58
  so I have lenders on my team
• 12:59
  I have inspectors I have contractors
• 13:01
  I have small business owners
• 13:03
  I have you know
• 13:04
  client gift creators
• 13:06
  and all of those things within that
• 13:08
  and if I want to be the CEO and run that
• 13:10
  I have to be the leader of that team
• 13:12
  they have to know the expectations
• 13:14
  they have to know how I expect the client to be treated
• 13:18
  and so we have to have conversations
• 13:20
  we have to be in you know
• 13:21
  community there so it's not just like
• 13:24
  okay I just send you all the people
• 13:26
  and you have no
• 13:26
  idea how I want my clients to be handled
• 13:28
  the truth is
• 13:29
  I've helped lenders build client experiences
• 13:31
  based on what mine is so that's pretty cool too
• 13:35
  and if you think that you need this structure
• 13:38
  and this setup and I'm speaking very generally here
• 13:42
  please reach out comment Carbon Collective launch below
• 13:45
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• 13:47
  this is the stuff that we do
• 13:49
  we workshop about it
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  it's a free 14 day pass and then afterwards
• 13:55
  if you think you need it
• 13:57
  and that's something that can advance your business
• 13:58
  we can talk about further partnership
• 14:00
  where you get access completely for free forever uh
• 14:03
  and we'll go from there but these are
• 14:06
  these are the things that have
• 14:08
  have me creating long term vision right
• 14:11
  how do you want this to look
• 14:13
  not everyone's gonna have the same vision
• 14:14
  no one's gonna have the exact same vision
• 14:17
  and that's the point if you have that CEO mindset
• 14:20
  you have your team with you
• 14:21
  whether they're employees of yours or you know
• 14:24
  just industry partners of yours
• 14:26
  and you've set it up and the expectations are there
• 14:28
  and the core values are there
• 14:30
  and you push forward
• 14:31
  this is where it starts to really happen
• 14:34
  for you and your business
• 14:36
  and the closer you get to industry partners
• 14:38
  the closer you get to people on your team
• 14:39
  the more raving fans you have
• 14:42
  even though they may be
• 14:44
  have never been a past client of yours
• 14:46
  or in your sphere of influence
• 14:48
  now you're bringing them in on a professional level
• 14:51
  and I'll tell you what
• 14:52
  those entrepreneurs those small business owners
• 14:54
  they love referring people business
• 14:56
  and they love working
• 14:57
  sending people to people that they know
• 14:59
  like and trust
• 15:00
  so you're building that factor as well with your team
• 15:03
  so ultimately
• 15:04
  as we kind of wind down 2025 and we head into 2026
• 15:08
  and we're in goal setting season
• 15:09
  the truth is you can't lead a team
• 15:11
  a family or a business if you're in survival mode
• 15:14
  if you're react react react
• 15:16
  solve this problem put out this fire put out this fire
• 15:19
  put out this fire
• 15:20
  the truth is if you don't have the team intact now
• 15:23
  you have the next six weeks to get your team intact
• 15:26
  and organize that
• 15:27
  and start acting as the CEO for your clients
• 15:29
  for your business
• 15:30
  your 2026 goals will be blown out of the water
• 15:34
  if you can create this right
• 15:37
  if you can stop reacting to everything
• 15:39
  you will absolutely
• 15:40
  be able to scale your business at a much higher rate
• 15:43
  and if you just focus on the value you provide
• 15:48
  systematizing it
• 15:50
  and leveraging other people on your team
• 15:51
  you can absolutely scale this and become the CEO
• 15:55
  by the middle of 2026
• 15:57
  and your goals will be blown out of the water
• 15:59
  because your efficiency will go through the roof
• 16:01
  so if you have any questions
• 16:02
  please reach out
• 16:03
  again for that Carbon Collective 2 week pass comment
• 16:06
  Carbon Collective launch
• 16:08
  if you have any questions with me
• 16:09
  obviously comment shoot me a DM over on Instagram
• 16:13
  but like comment subscribe
• 16:15
  we'll see you next time bye bye