Latest / The Real Estate Agent Playbook / Struggling in Real Estate: Does Your Personality Match Your Role, and Who You Are Surrounded By?

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Struggling in Real Estate: Does Your Personality Match Your Role, and Who You Are Surrounded By? · The Real Estate Agent Playbook

• 0:00
  are you feeling stuck
• 0:01
  or out of place in your real estate business
• 0:03
  well I'm here to tell you that
• 0:05
  there's a lot of things changing
• 0:07
  this has been a really stressful year
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  with the commission stuff
• 0:10
  and with uh
• 0:12
  the slow down in the volume and transactions
• 0:14
  and I will tell you that
• 0:17
  it's LED me to think about personality
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  connections and traits of not only the solo agent
• 0:25
  but who you're surrounding yourself with
• 0:26
  so we're gonna talk about
• 0:27
  the different types of personalities
• 0:29
  that you may have as an agent
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  as in doing over 500 transactions
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  I've absolutely come across every single type of agent
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  and the truth is
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  and the silver lining is that they are all good
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  and they can all be successful
• 0:44
  depending on how you operate as an agent
• 0:48
  and how you make a plan based on your personality
• 0:53
  so stay tuned
• 0:58
  what's up guys Jeremy Kane real estate agent playbook
• 1:01
  so excited for this one as obviously
• 1:03
  I am a psychology major from Colorado State University
• 1:07
  and got into real estate so
• 1:09
  talking about personalities and human interaction
• 1:12
  and all the things as it relates
• 1:14
  not only to the science but to
• 1:16
  you know the sociology of it all as well is awesome
• 1:20
  I typically put out videos
• 1:22
  all about building your business organically
• 1:26
  the best way that you can possibly do it
• 1:28
  an expert in sphere of influence
• 1:30
  among other business building ideas
• 1:32
  and if you like what you hear
• 1:33
  please like comment subscribe
• 1:35
  let's get into this one so first and foremost
• 1:37
  we must understand the signs of
• 1:40
  when our personality just isn't in the right
• 1:44
  you know fit
• 1:45
  it's square peg round hole kind of deal
• 1:47
  and then we're not talking brokerage here
• 1:49
  it's really about who you're surrounding yourself with
• 1:52
  who your mentors are who your leaders are
• 1:54
  who you're looking up to
• 1:55
  because so many times in this industry
• 1:59
  people are told you have to go dial phones
• 2:01
  you have to go knock doors
• 2:02
  you have to be on social media
• 2:03
  you have to be this you have to be that
• 2:05
  the truth is
• 2:06
  is that there is not a specific have to in real estate
• 2:10
  and that is the beauty of it
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  so obvious signs of you know
• 2:15
  that you're not in the right place
• 2:16
  constant frustration lack of motivation
• 2:19
  stress about income um
• 2:21
  feeling just feeling overall out of place
• 2:23
  and when I really look at this
• 2:26
  it's really about the people in your circle right
• 2:29
  you are the people you surround yourself with
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  you've all heard that stat of
• 2:34
  you know your
• 2:35
  your net worth is dictated by the five
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  people you spend the most time with and
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  and that kind of you know outline
• 2:42
  and so when we're talking about this
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  it's really important to understand
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  and the beauty of all of this is
• 2:48
  it's not about changing brokerages
• 2:50
  this video is not about hey
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  come join me or go join someone else
• 2:54
  this video is all about how do we fix it
• 2:58
  and are there other options out there for you
• 3:00
  we must
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  look in the mirror and figure out exactly what we are
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  most of us know for introvert or extrovert
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  most of us know for you know
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  detail oriented or huge visionaries
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  and obviously innovator or executer right
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  are you the idea person or you the doer
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  and
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  all of these kind of play into the different types of
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  agents um
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  that I'm gonna talk about below
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  but start to look at yourself and see
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  because we all know that we can't
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  be happy and fulfilled
• 3:31
  and surround ourselves with the right people
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  if we're not happy and
• 3:35
  you know feel comfortable in our own skin
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  so what's that mean take take the disc profile test
• 3:41
  whatever you need to do
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  to kind of find exactly what you are and what it is
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  because
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  the crazy part about personality tests and things that
• 3:50
  you know go into that is
• 3:53
  that typically you look at it and you're like
• 3:55
  yep that's exactly me
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  just based on how you answer situational questions
• 4:00
  and so on so um
• 4:01
  let's let's kind of dive into that a little bit deeper
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  and talk about what the agents
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  personalities that I've seen
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  and this is a very categorized list
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  it doesn't
• 4:12
  you know encapsulate every single little detail
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  but it definitely does encapsulate
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  you know
• 4:18
  the general idea of the types of agents that I've come
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  across okay
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  so that first type of agent that I come across
• 4:25
  that I coach
• 4:26
  that I've seen on other side of transactions
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  is that growth minded agent
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  the true entrepreneur the innovator
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  this is somebody that has the big vision
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  and will go at every cost to find that perfect fit um
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  find that type of business
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  that lead generation platform
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  and everything that kind of goes into that right
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  so we got big visions we're resilient
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  um obviously it's it's a true business owner
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  small business owner type of mindset
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  and a lot of agents talk about being small business
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  owners and entrepreneurs and I have trouble
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  you know really seeing that across the board
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  there are certain agents that you're like
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  okay that person could own their own company sometime
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  someday if they want to I'm pretty happy where I'm at
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  I was that guy and going EXP
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  and fitting into that model was absolutely amazing
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  because I'm able to be an entrepreneur
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  I'm able to build my business
• 5:22
  I'm able to you know
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  coach agents and develop other streams of income
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  based on what I'm already doing
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  so that was absolutely
• 5:30
  you know key to me when joining the wolf pack of EXP
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  but there is a lot of challenges with this right
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  there's the shiny object syndrome
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  they could become overwhelmed and very stressed out
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  typically um
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  in our lives we we have to have that in common
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  so sometimes trying new things that don't
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  work could kick the can down the road and
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  and become very very problematic however
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  if you're able to stick to your ideas long enough
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  typically
• 5:59
  this type of agent continues to get to that next level
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  and build and
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  and enjoys the fruits of the freedom of this career
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  we call real estate
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  so this is one type of agent and in fact
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  I fit into this type so it's very interesting
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  as I go through coaching
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  and talking to the other agents
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  and who I drive with and agents in my organization
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  agents that join me and I kind of look at this
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  but I also have a very
• 6:29
  important piece of my business
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  that involves working cooperatively with the broker
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  on the other side right
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  regardless of if they're like me
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  or if they're completely opposite of me
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  on the spectrum how do we get this deal done
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  and how do we not put our own personalities
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  and our own egos
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  you know
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  how do we check those at the door and get the job done
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  because by the end of it by the end of a transaction
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  from the start to the beginning
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  typically agents
• 6:57
  feel that I actually care about getting the deal done
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  which in my opinion is my job um
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  for my client not for the commission check
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  next we have the ultra focused on the details
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  the kind the
• 7:12
  basically the content of what you're putting out there
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  in those relationships professional
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  and this is um
• 7:18
  absolutely the case
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  and a lot of agents that I come across right
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  their sole purpose and what they talk about
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  and how they build their businesses
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  just to take care of every detail for the client
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  oftentimes
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  going above and beyond what their responsibilities are
• 7:34
  they're gonna make sure that you know
• 7:35
  the clients you know
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  stress levels managed and and all of the things
• 7:40
  which not to say that I don't
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  but this person really prides themselves on that
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  so that
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  that
• 7:47
  client experience is something that is natural to them
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  and that they talk about a lot
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  and ultimately what they find as their
• 7:56
  you know their being and once they get to that point
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  their content now typically their
• 8:03
  their anti systems and processes to a certain extent
• 8:07
  so they're really focused on every single
• 8:10
  you know transaction and everything it's not like okay
• 8:13
  this person's at this step
• 8:14
  they get this email that's it's
• 8:16
  it's completely an individualized experience across
• 8:19
  the board
• 8:20
  now this is an amazing way to build a business
• 8:23
  especially by referral
• 8:24
  which I've figured out how to systematize
• 8:26
  and all the things
• 8:27
  but this agent is extremely detailed in that
• 8:31
  but they're also content in
• 8:34
  you know selling seven to 12 houses a year um
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  typically because that's all the energy they can
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  you know muster
• 8:42
  because they're not willing to go
• 8:44
  to a systemized approach and like I said
• 8:47
  there's absolutely nothing wrong with any of
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  these personality pieces of agents
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  but um this one especially has
• 8:55
  has that kind of detail oriented piece
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  versus the visionary of the entrepreneur agent
• 9:01
  and so the challenges here is obviously
• 9:03
  they could struggle with the minute details
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  are hitting every single task
• 9:07
  whether it's 100% applicable or not
• 9:10
  because that's exactly what they're doing
• 9:12
  they build the individual tax list for every client
• 9:15
  for every transaction for every home
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  and they're they're really on it
• 9:20
  and these people are training saying
• 9:23
  you know when we're talking about what's working
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  they're like oh
• 9:25
  I just you know talk about my client
• 9:27
  I put my clients first
• 9:28
  no matter what first and foremost
• 9:30
  I'm the representation I am this
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  and the truth is all agents are that
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  and definitely if they're realtors
• 9:36
  they have that that ethics you know peace
• 9:39
  but these people you can just pick them out
• 9:41
  and you can tell
• 9:42
  because they're content where they're at
• 9:44
  and they absolutely love that client
• 9:47
  you know agent to client relationship
• 9:50
  and they're gonna make sure every single one is unique
• 9:52
  so obviously
• 9:54
  the next piece would be it be really hard to scale
• 9:56
  which we've already talked about a little bit
• 9:59
  and so for this agent what what's this look like right
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  who do we need in our in our corner
• 10:05
  are we able to find somebody who has that vision
• 10:09
  to help us kind of actually systematize it
• 10:12
  and those that do you know
• 10:13
  get to 20 30 40 deals a year
• 10:16
  absolutely um but typically these people also have
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  you know this other side of them
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  that has them taking care of people in other uh
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  duties in their job whether they're mom
• 10:29
  spouse you know caregiver for for a parent
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  whatever that looks like this
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  you know trait kind of carries over um
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  as as they all do I think because of the root of it
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  we're talking about our personality and what we like
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  and what we are attracted to
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  and so that's what our output typically looks like
• 10:47
  agent 3 is the you know employee minded uh
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  agent
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  and this is somebody who is you know needs that leader
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  need someone to give them direction
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  if you tell them to
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  you know go do this regeneration thing
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  they're gonna take that
• 11:04
  they're gonna make it their own
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  and they're gonna actually knock out every single task
• 11:08
  they'll stop it
• 11:09
  you know varying off the path a little bit um
• 11:12
  typically
• 11:12
  they get into roles on real estate production teams
• 11:16
  where they're kind of they learn what their
• 11:19
  their duties are whether it's a showing agent or
• 11:23
  you know a negotiator or contract
• 11:25
  you know contract to close person or even
• 11:29
  you know a listing agent on those teams
• 11:31
  or the many other marketing
• 11:34
  you know person whatever it is
• 11:35
  they find that and actually stay in that role
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  this doesn't mean that they can't move through it
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  typically the people that um
• 11:43
  are a little more
• 11:44
  entrepreneur will definitely move through
• 11:46
  and take advantage of their time
• 11:48
  on a team or in a system
• 11:50
  some brokerages are run like this where it's like okay
• 11:53
  um you know
• 11:54
  here's this lead generation platform
• 11:57
  this is kind of your your thing
• 11:59
  take it and run with it right
• 12:00
  they have floor calls they have
• 12:02
  you know Zillow leads
• 12:02
  they have all the things
• 12:03
  and so they kind of sometimes sort those out
• 12:07
  um and sometimes they don't right
• 12:09
  and this employee minded kind of person
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  who needs to know what to do
• 12:13
  who needs their 40 hour a week
• 12:15
  filled up by someone else
• 12:16
  who has experience um
• 12:18
  typically is the agent that
• 12:22
  you know sometimes we'll
• 12:23
  we'll be on a team
• 12:25
  but sometimes teams don't provide that structure right
• 12:27
  sometime there's all kinds of production
• 12:29
  type teams in real estate
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  because as they say you know
• 12:34
  once you're once you're a decent producer
• 12:36
  you can start a team
• 12:37
  you can start to leverage other people
• 12:38
  and that's that's not what I ended up doing
• 12:40
  that's not what I wanted to do
• 12:42
  certainly three four years in I
• 12:44
  I was eligible to you know
• 12:46
  be a team lead it just didn't feel right to me right
• 12:49
  it didn't feel right to you know
• 12:52
  have other people you know
• 12:54
  especially dealing with my database
• 12:56
  in the people that are important to me
• 12:57
  and coming to me
• 12:58
  just to delegate them out and have them
• 13:00
  you know talk
• 13:01
  to three or four people throughout the transaction when
• 13:04
  you know I've known them since elementary school
• 13:06
  so that's not me but that doesn't mean there's
• 13:08
  not a place for these agents um
• 13:10
  these agents also sometimes
• 13:13
  you know typically if they're gonna make it into this
• 13:15
  in this real state career
• 13:17
  not treat it just as a job and be the life for
• 13:19
  on the team they can use this as a stepping stone
• 13:23
  and then they usually go into
• 13:25
  you know the content
• 13:27
  you know experience focused agent or then they're like
• 13:32
  okay
• 13:32
  I wanna do what what my team lead did and they jump
• 13:35
  jump right up to that so it's
• 13:38
  that's a cool part about this is your personalities
• 13:40
  you know sometimes people just need the experience
• 13:42
  sometimes people want um
• 13:44
  those conversations to be put right in front of them
• 13:46
  so they can have them so that they
• 13:48
  you know know what's going on on the other side um
• 13:51
  but typically this
• 13:53
  this agent doesn't have that massive um
• 13:58
  income goal
• 13:59
  while they're in this kind of learning phase
• 14:01
  or they're in this team phase
• 14:02
  and so um
• 14:04
  because that that money split between so much
• 14:06
  because you're actually just adding another layer right
• 14:09
  we have a brokerage we have all of our
• 14:11
  you know
• 14:12
  responsibilities from memberships and things like that
• 14:15
  so if we have memberships and we have our brokerage
• 14:18
  and then we have a team
• 14:20
  you know that
• 14:20
  that commission check is
• 14:21
  split up a lot of different ways
• 14:23
  so um
• 14:24
  that's that's kind of where we're at with this one
• 14:27
  um I have heard people say that
• 14:29
  the only way to get into real estate is to join a team
• 14:32
  and I couldn't disagree with that more
• 14:34
  I have coached and helped agents go straight into the
• 14:38
  to the upper to the you know
• 14:41
  the detail oriented agent experience kind of role
• 14:46
  and the entrepreneur role
• 14:48
  where you're looking for all kinds of different
• 14:50
  avenues for success including
• 14:53
  you know taking care of your clients
• 14:54
  that's a huge part of that one as well
• 14:56
  um but
• 14:58
  uh I
• 14:58
  I just wanted to say that uh
• 15:01
  and then finally we have the new agent
• 15:03
  right where you're in exploration
• 15:04
  you're trying some things out
• 15:06
  and the new agent is absolutely a time period right
• 15:10
  I once heard Andy for so on his podcast
• 15:13
  talking about the two year room
• 15:14
  and getting out of the two year room
• 15:16
  that's of upmost importance because it's kind of that
• 15:20
  you know two year success cycle
• 15:22
  we know that you know
• 15:24
  something like 18
• 15:25
  and 12 to 18% make it out of their first year
• 15:28
  and are successful in this career
• 15:30
  and so these new agents
• 15:32
  I think we go about it the wrong way
• 15:33
  I think we pigeon hole them into certain pieces
• 15:36
  based on the brokerage based on who they are
• 15:38
  and that's
• 15:39
  that's why we're here is to really talk about okay
• 15:42
  who do you align yourself with
• 15:43
  and what if you are an entrepreneurial
• 15:46
  you know
• 15:46
  minded agent and you're in a team or a brokerage
• 15:51
  it has a lot more oversight
• 15:52
  that's like beating your head against the wall
• 15:55
  and the options are endless right
• 15:56
  you can stay there I often hear oh
• 15:58
  I love my broker
• 16:00
  and the truth is that sometimes you love that broker
• 16:03
  because they're opposite from you
• 16:04
  because their system
• 16:05
  and their model is different from what you
• 16:08
  you know your personality and opposites attract right
• 16:11
  and so as we go
• 16:13
  it's really important that you kind of look
• 16:15
  look across the table and see who
• 16:17
  who you're surrounding yourself with right
• 16:19
  and if you that's why the reason
• 16:22
  the whole reason
• 16:22
  that all these masterminds have blown up
• 16:24
  obviously because of zoom and technology
• 16:27
  but everyone wants to be in a mastermind
• 16:28
  everyone wants to you know
• 16:30
  be in those calls at the Wolfpack
• 16:31
  we have five masterminds a week
• 16:33
  of different personalities
• 16:34
  where you can interact with people
• 16:35
  and you know
• 16:37
  regardless of if you are any of these type of agents
• 16:41
  you can connect yourself and I think the the key piece
• 16:44
  regardless of who you are
• 16:46
  is to connect with one of these type of agents
• 16:51
  whether it's in your network at a mastermind
• 16:53
  whether you do join you know
• 16:55
  a collaborative group like the Wolfpack of EXP
• 16:58
  or whatever I think it's very important
• 17:00
  and I think once you figure out
• 17:01
  your personality traits and so on
• 17:03
  then you can start to look okay
• 17:05
  let's build my pillars around that
• 17:06
  let's build my pillars of business
• 17:08
  around my personality and then once you do that
• 17:11
  then it's easier to buy in
• 17:13
  it's easier to get out of bed and continue to work
• 17:16
  it's less concerning about what the market is
• 17:18
  and all the things and
• 17:20
  you know if the interest rates are gonna come down
• 17:22
  or if the commissions are gonna go away or whatever
• 17:25
  because now you're focused on those business
• 17:28
  you know pillars and if you are
• 17:31
  you know
• 17:31
  that detail client experience oriented content agent
• 17:36
  you build those pillars based on that right
• 17:39
  you build your business based on your personality
• 17:41
  and then you surround yourself with
• 17:43
  people that have different ones
• 17:44
  and I think that's the sweet spot
• 17:46
  so if you wanna talk about this like I said
• 17:48
  this isn't about joining my group of DXP
• 17:50
  if you wanna talk about this book
• 17:52
  a realtor game playing call below um
• 17:54
  we can talk about my course if you're to that stage
• 17:57
  but also just feeling content and feeling ready to go
• 18:01
  and you know
• 18:03
  secure in this career super important to me
• 18:05
  so if you're interested in that book
• 18:07
  a call below we can talk about the course
• 18:09
  we can talk about your situation
• 18:11
  and anything that I can do to help you get a win today
• 18:14
  like comment subscribe
• 18:16
  share the podcast and we'll see you next time