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Selling Fewer Homes on Purpose? · Massive Agent Podcast

• 0:00
  SPEAKER_00: I believe that more real estate agents should set the goal of selling fewer homes and to do it on purpose.
• 0:06
  SPEAKER_00: I'm gonna explain exactly what I mean right now.
• 0:09
  SPEAKER_00: The Massive Agent Podcast.
• 0:11
  SPEAKER_00: We lead generation tips and strategies to get you more leads and sell more homes.
• 0:17
  SPEAKER_00: I love to buy houses, I like to sell houses.
• 0:22
  SPEAKER_00: Wait a minute.
• 0:23
  SPEAKER_00: Leads a week.
• 0:26
  SPEAKER_00: I've had better.
• 0:28
  SPEAKER_00: Oh.
• 0:28
  SPEAKER_00: Have I got your attention now?
• 0:31
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:35
  SPEAKER_00: What is up, guys?
• 0:36
  SPEAKER_00: Welcome to episode 328 of the Massive Agent Podcast.
• 0:40
  SPEAKER_00: I am your host, Dustin Brome, here in Salt Lake City, Utah, the most beautiful city in the country.
• 0:46
  SPEAKER_00: I almost said most beautiful country in the city.
• 0:48
  SPEAKER_00: You get the point.
• 0:49
  SPEAKER_00: Welcome, guys.
• 0:50
  SPEAKER_00: I'm going to be sharing with you today why I think your goal may be backwards.
• 0:55
  SPEAKER_00: Right?
• 0:55
  SPEAKER_00: If your goal is to just sell more homes, I think you're short-sighted.
• 0:58
  SPEAKER_00: If you follow me on Instagram, in my bio, you see that I say, um, you see that I say that I help agents to sell fewer homes on purpose.
• 1:09
  SPEAKER_00: And at first glance, you're like, what the fuck?
• 1:11
  SPEAKER_00: Like, why would I want to sell fewer homes?
• 1:13
  SPEAKER_00: Uh, you know, why would that be the goal?
• 1:15
  SPEAKER_00: Well, I'll explain.
• 1:17
  SPEAKER_00: Now, this episode is not for every agent.
• 1:20
  SPEAKER_00: This this podcast in general is not for every agent.
• 1:24
  SPEAKER_00: This show here, especially this episode today, is for agents who are entrepreneurs, agents who want to build a business in real estate, who want to build a brand in real estate, want to have control over your time and your life and who you work with and how much you charge for your services, how you structure everything, all of that.
• 1:43
  SPEAKER_00: Right?
• 1:43
  SPEAKER_00: So if you're an entrepreneur in real estate, this episode is for you.
• 1:46
  SPEAKER_00: If you're not, if you just want to be another agent, the way that I word this is probably gonna sound derogatory.
• 1:54
  SPEAKER_00: Like I don't mean it that way.
• 1:55
  SPEAKER_00: But if if you just want to show up to the office, you know, you sit down at your desk or your cubicle, you have leads in the system for you, you do your work for the day, you leave, you have no real emotional connection, and you just want to do that, you just want to keep selling homes one after another after another for the rest of your career, that's totally fine.
• 2:13
  SPEAKER_00: There's there's absolutely nothing wrong with that.
• 2:15
  SPEAKER_00: But some of us are wired different.
• 2:17
  SPEAKER_00: Some of us are wired more like entrepreneurs, and we just happen to have real estate licenses, and we're building our entrepreneurial business in real estate.
• 2:26
  SPEAKER_00: So that's who I'm speaking to today.
• 2:28
  SPEAKER_00: Uh, before we get started, we are almost at a hundred members of the massive agent referral network, which is super cool.
• 2:34
  SPEAKER_00: We we've had multiple closings already that have happened.
• 2:38
  SPEAKER_00: There was one posted just a few days ago that I shared in my Instagram story uh from an agent referred a buyer down to one of our agents in Florida, had a great experience, and and so they posted in the group, they were raving about it, the clients were happy, and it's great to see referrals happening uh so often in this group.
• 2:59
  SPEAKER_00: But but here there's a problem.
• 3:02
  SPEAKER_00: We still need a representative for your market, most likely.
• 3:05
  SPEAKER_00: I mean, I'm looking at my list here.
• 3:07
  SPEAKER_00: We still don't have a great agent who uh who is committed to the group for San Diego, San Diego, for God's sakes, Dallas, San Jose, California, Philadelphia, Pittsburgh, St.
• 3:20
  SPEAKER_00: Louis, Cleveland, Baltimore, Tallahassee, Jacksonville, and on and on and on.
• 3:25
  SPEAKER_00: So to see a map of the markets that we still need representatives for, go to MassiveAentreferrals.com.
• 3:33
  SPEAKER_00: And on that front page, there's a little link.
• 3:35
  SPEAKER_00: So that's the application.
• 3:36
  SPEAKER_00: So go to MassiveAgentRrals.com to apply as well.
• 3:40
  SPEAKER_00: The qualifications plus how much the annual dues are are shown right there on the front.
• 3:45
  SPEAKER_00: So full disclosure right from the beginning.
• 3:48
  SPEAKER_00: Uh go check that out.
• 3:49
  SPEAKER_00: And then to see if your market's available, there's a link to our map.
• 3:52
  SPEAKER_00: So uh we need you.
• 3:54
  SPEAKER_00: All right, that there's referrals that are being passed around, and it sucks.
• 3:57
  SPEAKER_00: I hate it so much when there's a referral given and we don't have an agent to represent that area, it uh it sucks.
• 4:04
  SPEAKER_00: So MassiveAgentRrals.com, jump on it, join the network today and get yourself some referrals this year.
• 4:11
  SPEAKER_00: Uh BAMX.
• 4:13
  SPEAKER_00: BAMX is absolutely, I believe, becoming the must, must join uh educational community in real estate.
• 4:24
  SPEAKER_00: The broke agent himself, Eric Simon, just dropped a lead magnet masterclass for BAMX members the other day.
• 4:31
  SPEAKER_00: And it's everything you need to know about automating your DMs on Instagram.
• 4:35
  SPEAKER_00: You know, like if you've if you follow me on Instagram, you've seen that.
• 4:38
  SPEAKER_00: Like, hey, uh reply with the word refer and I'll send you the link, or reply with the word video and I'll send you the link to the video.
• 4:44
  SPEAKER_00: That type of stuff.
• 4:45
  SPEAKER_00: How to do that step by step, how to build an email list, how to do it, not just how to automate through many chat, but there's so many other forms of lead magnets to get yourself email addresses, contact information, and get connected with potential clients.
• 5:00
  SPEAKER_00: So lead magnets are something that you really need to master.
• 5:04
  SPEAKER_00: If you personally don't do it, you need someone doing lead magnets for you.
• 5:08
  SPEAKER_00: And all of that education is there among uh dozens of other pieces of how-to education in the BAMX community.
• 5:15
  SPEAKER_00: So go to nowbam.com and check out BAMX.
• 5:18
  SPEAKER_00: When you do, when you join BAMX, use code MASSIVE and get yourself a discount off the annual membership.
• 5:26
  SPEAKER_00: Use code MASSIVE, get yourself a discount.
• 5:28
  SPEAKER_00: Uh you're definitely gonna want to do that.
• 5:30
  SPEAKER_00: And and lastly, keeping current matters.
• 5:33
  SPEAKER_00: How important is it?
• 5:34
  SPEAKER_00: Okay, we we started this year thinking that interest rates are gonna be dropping, you know, everything's gonna be good.
• 5:39
  SPEAKER_00: Well, yes, but now that's postponed a little bit.
• 5:42
  SPEAKER_00: I mean, rates will still drop, but now it looks like it's gonna be the last half of the year.
• 5:47
  SPEAKER_00: And uh and now with NAR's commission re-jiggering and and all of that, there's just so much happening right now that's affecting how we do business.
• 5:58
  SPEAKER_00: And if you don't have a team of experts in your back pocket whose job it is all day, every day to research, to think, to to, you know, is hypothesize a word?
• 6:08
  SPEAKER_00: I I think I just pulled a big word out of my ass and hypothesize about what it all means and and what it means to buyers and sellers, I then I don't even know what you're doing.
• 6:18
  SPEAKER_00: It's such an unfair advantage when you're using keeping current matters.
• 6:21
  SPEAKER_00: So try it out yourself.
• 6:22
  SPEAKER_00: Go to trykcm.com slash bam, get more information, try it for yourself, and see why so many, if not all, of the top producers in the area already have the KCM tool in their tool belt and you need it as well.
• 6:35
  SPEAKER_00: Let's talk about this concept of selling fewer homes on purpose.
• 6:40
  SPEAKER_00: What I mean by that is not that you you should just stop like give up selling, right?
• 6:47
  SPEAKER_00: You need to sell a bunch of homes.
• 6:49
  SPEAKER_00: A bunch of, or let me rephrase that, okay?
• 6:51
  SPEAKER_00: If you want to do well in real estate, if you want to have a thriving real estate business, you need to sell a crapload of homes inside your business.
• 7:01
  SPEAKER_00: Let me reword that.
• 7:02
  SPEAKER_00: A crap load of homes must be sold within your business.
• 7:06
  SPEAKER_00: But where does it say that you personally need to be the one doing it yourself?
• 7:11
  SPEAKER_00: If you want to build a massive business, if you want to be the CEO of your business and have the choice, this is what I mean by sell fewer homes on purpose.
• 7:21
  SPEAKER_00: You build a business that gives you the option of selling homes, right?
• 7:27
  SPEAKER_00: Whether you personally want to participate in the transactions or not is up to you.
• 7:32
  SPEAKER_00: You now have the choice.
• 7:34
  SPEAKER_00: But this is where most of you don't have that choice.
• 7:37
  SPEAKER_00: You you don't have any other option but to go out and meet with the client, write the offers, schedule the showings, open the doors, negotiate inspections, appraisals, navigating all the stuff, right?
• 7:49
  SPEAKER_00: And then once you sell the house, guess what?
• 7:51
  SPEAKER_00: You've got to do it all over again.
• 7:53
  SPEAKER_00: Every time you sell a house, you're unemployed again.
• 7:55
  SPEAKER_00: You have to go do it again and again and again.
• 7:57
  SPEAKER_00: And yes, you can make a great living, but if everything's on your shoulders, it's a grind.
• 8:03
  SPEAKER_00: It's it's rough, you burn out, uh, you don't see your family and your loved ones nearly as much as you'd like to because you're stuck working on behalf of somebody else.
• 8:14
  SPEAKER_00: That's only a problem if you want to have more control and have the option and the flexibility to step out of sales personally if you choose.
• 8:24
  SPEAKER_00: Not giving up selling homes, but just creating the business, creating the infrastructure that sells a bunch of homes without you personally needing to be involved.
• 8:35
  SPEAKER_00: That's what I'm talking about.
• 8:37
  SPEAKER_00: So the goal should be how can you personally start to sell fewer homes while selling more homes?
• 8:44
  SPEAKER_00: So you have other people in your business, you have systems, you have people that you can leverage, right?
• 8:50
  SPEAKER_00: You see these large real estate teams and independent brokerages, those are businesses.
• 8:55
  SPEAKER_00: These real estate teams, how many team leaders do you know that they no longer produce anymore, right?
• 9:01
  SPEAKER_00: They've just built the machine that they have buyers' agents, listing specialists, they have transaction coordinators, they have uh, you know, assistants and and all of this infrastructure in place to handle the transactions and to meet the clients, to show the homes and make the offers and do all the stuff.
• 9:21
  SPEAKER_00: But the team leader is not required to be there anymore, right?
• 9:25
  SPEAKER_00: When you're doing it right, you could still choose to meet with clients, write offers, open doors, show homes, um, you know, take listing presentations as the team leader if you choose to.
• 9:37
  SPEAKER_00: But the whole point is that you have the option.
• 9:40
  SPEAKER_00: But what if you what if you just see real estate as a means to an end?
• 9:45
  SPEAKER_00: What if you are are willing to just do for a season all of that hard work yourself while you build ultimately the machine that's going to help you step away from the day-to-day?
• 9:56
  SPEAKER_00: The CEO of the business is not out there doing all the day-to-day stuff.
• 10:00
  SPEAKER_00: The CEO is building the machine, building the company, putting the right people in the right place so that business happens, sales happen, and sales continue to grow, but the CEO is not personally servicing all of those clients themselves.
• 10:16
  SPEAKER_00: So you need to think of yourself as the CEO.
• 10:18
  SPEAKER_00: If you want to have a business, well, then who's in charge of the business?
• 10:22
  SPEAKER_00: Who's the leader?
• 10:23
  SPEAKER_00: The frickin' CEO or the president or whatever the hell you want to call it, right?
• 10:27
  SPEAKER_00: The CEO.
• 10:28
  SPEAKER_00: You have to think of yourself as the CEO of your own business.
• 10:32
  SPEAKER_00: And as the CEO, would the CEO go out there and do listing presentations?
• 10:37
  SPEAKER_00: Would they be putting up signs?
• 10:39
  SPEAKER_00: Would they be scheduling the showings?
• 10:41
  SPEAKER_00: Would they be driving clients around to all of the showings?
• 10:45
  SPEAKER_00: Maybe in the short term, but this is why I say the goal should be to sell fewer homes intentionally, sell fewer homes on purpose.
• 10:54
  SPEAKER_00: So you have to start now today with a decision that you need to put the systems in place, build the business, build that infrastructure, the machine, which will let you 18 months from now, 24 months from now, three years from now, I don't know, step out of sales if you choose to?
• 11:13
  SPEAKER_00: What if you want to go on vacation for a month?
• 11:15
  SPEAKER_00: What if you want to take your family to Europe?
• 11:17
  SPEAKER_00: What if you have a sick family member and you just want to spend a month with them as they recover?
• 11:24
  SPEAKER_00: Well, do you have that option right now?
• 11:26
  SPEAKER_00: What happens if you take a month off?
• 11:29
  SPEAKER_00: That's how you know if you have a business or not, by the way.
• 11:32
  SPEAKER_00: If you if you're not sure if you have a real estate business yet, what happens if you take a month off?
• 11:38
  SPEAKER_00: Do homes continue to sell?
• 11:40
  SPEAKER_00: Do clients continue to get served?
• 11:41
  SPEAKER_00: Or does everything just fall?
• 11:43
  SPEAKER_00: Does everything just get dropped?
• 11:45
  SPEAKER_00: If everything gets dropped, you don't have a business.
• 11:47
  SPEAKER_00: You still own your own job.
• 11:49
  SPEAKER_00: And look, that's not necessarily a bad thing, but if you want a business, you've got to get really honest with yourself about what that is.
• 11:56
  SPEAKER_00: Now that you there's two different options here.
• 11:58
  SPEAKER_00: You could you could through trial and error, right, and and some research and watching YouTube videos, and you know, that you could try to figure out how to do it, and you're gonna make a lot of mistakes.
• 12:08
  SPEAKER_00: It's gonna take a lot of time, you're gonna cost yourself a lot of money, you're probably gonna piss clients off in the process, balls are gonna be dropped, you know, shit's gonna fall through the cracks.
• 12:18
  SPEAKER_00: That's one way to do it.
• 12:19
  SPEAKER_00: It's also completely unnecessary to do it that way because this is not some new revolutionary thing.
• 12:26
  SPEAKER_00: Thousands and thousands, tens of thousands, tens of thousands of agents have built successful, profitable real estate businesses.
• 12:35
  SPEAKER_00: All you have to do is do what they did.
• 12:38
  SPEAKER_00: It's already been done.
• 12:39
  SPEAKER_00: And there's a few different ways, a few different ways to you know to structure it and all that, of course.
• 12:44
  SPEAKER_00: But the hack here, the cheat code, is to just partner with or join with or learn from or hire or be coached by or mentored by the team leader, the business owner who has built the type of business you want.
• 13:00
  SPEAKER_00: If you want to build a team and you want to step out of sales one day because you're no longer required, but your team sells 500, 800, 1,000 homes a year, and you don't want to be the one personally selling them, then you better follow someone who's built that same thing, not just someone who has a team.
• 13:15
  SPEAKER_00: Because there's a lot of teams out there that are not even profitable.
• 13:19
  SPEAKER_00: And especially if you remove the team leader's personal production.
• 13:23
  SPEAKER_00: Once the team leader stops producing, the whole thing falls apart.
• 13:25
  SPEAKER_00: That's not what you want to build.
• 13:27
  SPEAKER_00: So don't emulate those, right?
• 13:29
  SPEAKER_00: They've done that just because someone has a team with 20 agents doesn't mean it's profitable.
• 13:34
  SPEAKER_00: It doesn't mean you want to do that.
• 13:35
  SPEAKER_00: So look at the big picture and find the people you want to partner with.
• 13:40
  SPEAKER_00: All right.
• 13:40
  SPEAKER_00: You could figure it out yourself.
• 13:42
  SPEAKER_00: It's gonna take you a lot of time, a lot of heartache, it's gonna cost you way more money than it should.
• 13:47
  SPEAKER_00: It's gonna cost you way, it's gonna take so much longer than just getting in business with people that have already built the thing.
• 13:54
  SPEAKER_00: So this is what this is what I do all day, every day, is I teach agents how to be entrepreneurs in real estate.
• 14:02
  SPEAKER_00: This is why in my Instagram bio, my mission is to help realtors sell fewer homes on purpose.
• 14:08
  SPEAKER_00: Agents that if this speaks to you, then there is a cheat code.
• 14:13
  SPEAKER_00: We could get in business together, we could become business partners.
• 14:16
  SPEAKER_00: I can introduce you to my business partners who have helped my agents build giant teams.
• 14:21
  SPEAKER_00: My mentor, Clayton, he runs a team of 50 in Virginia, and he's working two to four hours a month overseeing it because he's built this massive machine now, but he started as a solo agent, for God's sakes.
• 14:34
  SPEAKER_00: It's possible.
• 14:35
  SPEAKER_00: You just need someone who has the blueprint, and then the easiest way, if you can't hire them or go to their events or listen to their podcast or whatever, is to get in business with them.
• 14:46
  SPEAKER_00: If you want to know more about how how if you want to know more about what that looks like and how that's possible, and how through myself and my partners we can help you build the business that you want to build, just go to partnerwithdustin.com and schedule a time to talk.
• 15:01
  SPEAKER_00: And I'll I'll run you through it.
• 15:02
  SPEAKER_00: Through uh, you know, since I've come to real broker now, the sky has opened with the possibilities of uh of what agents can do, even more so than my previous brokerage.
• 15:15
  SPEAKER_00: So if that interests you and you want to hear more about it, if you want to know how that affects you personally with your personal goals, I'm happy to spend some time walking you through it, giving you my insight and perspective to see if that's something you want to do and what that looks like.
• 15:31
  SPEAKER_00: So partner with Dustin.com is the best place to schedule a time to talk.
• 15:35
  SPEAKER_00: Uh, if nothing else, I hope that you walk away today wrapping your head around the fact that you have to think like and act like a CEO if you ever want to step out of sales one day.
• 15:45
  SPEAKER_00: If you ever want to have an actual business, you have to act like a business leader, a business owner, not the person who owns their own job.
• 15:55
  SPEAKER_00: Because most of you own your own job and you could have a very high-paying job that you own, but nonetheless, if you decided to take a month off, what would happen?
• 16:06
  SPEAKER_00: If you don't like the answer to that, go to partnerwithdustin.com, schedule a time to talk, and I'll run you through how we help agents build businesses in real estate.
• 16:15
  SPEAKER_00: Thank you so much for listening.
• 16:16
  SPEAKER_00: Appreciate it.
• 16:17
  SPEAKER_00: I'll be back next week with another great episode of the Massive Agent Podcast.
• 16:20
  SPEAKER_00: Take care of the